Take a Glimpse Inside Your Prospect's Mind

Take-a-Glimpse-Inside-Your-Prospects-Mind.jpg

Suppose you get an unexpected call from a prospect who says he’s interested in replacing his building’s HVAC system with your energy-efficient technology. Many salespeople would say, “Great! Let’s set up an appointment and we can go over the details.” A sales professional, on the other hand, would say, “Would be happy to oblige. Just out of curiosity, what made you call us today about replacing your HVAC system?”

Why is this question important? The answer will get you inside the prospect’s head. You might learn something about the decision-making dynamics in your prospect’s organization. More than likely, you’ll get a glimpse of how you might use energy efficiency as the lever to alleviate pain and/or produce gain.

You might learn that your prospect is chasing utility bill savings. Or perhaps he’s more interested in capturing the praise and labels associated with sustainability initiatives. Or perhaps he’s received an ultimatum from a tenant who won’t renew his lease unless certain thermal comfort problems are definitively addressed.  Having this information ahead of time will help guide and focus your value proposition and allow you to hit the ball out of the park during the first meeting.

Love one of our blogs? Feel free to use an excerpt on your own site, newsletter, blog, etc. Just be sure to send us a copy or link, and include the following at the end of the excerpt: “By Mark Jewell, Wall Street Journal best-selling author of Selling Energy: Inspiring Ideas That Get More Projects Approved! This content is excerpted from the Sales Ninja blog, Mark Jewell's daily blog on ideas and inspiration for advancing efficiency. Sign up at SellingEnergy.com.”

Want our daily content delivered to your inbox? Subscribe to the Sales Ninja blog

Subscribe

By info@SellingEnergy.com (Mark Jewell, CEO of Selling Energy | www.SellingEnergy.com) | | sales professionalism |
next post → ← previous post