What Do Prospects REALLY Want?

What Do Prospects REALLY Want?
leadershipteam
Thu, 04/04/2019 – 10:55
It’s been over 20 years ago that I ran one of my first sales calls in this business of sales training and speaking. And one of those early sales conversations taught me a lot about what prospects really want.
The vice-president of sales, Michael, was my champion and set up a meeting with the company president, Bob. The three of us met, I framed up the sales call asking the president what would be of most value to cover in the meeting today. I still remember his no nonsense, very direct answer.
“I don’t want any bull$%&*.”
I’ve never forgotten Bob and the great lesson he gave me that day. He taught me what prospects really want. They want a transparent, real world sales conversation. They don’t want a sales meeting full of outdated sales technique, one where they feel like they are taking