July 25, 2012
BIG, BIG debate on LinkedIn prompted this one! It is very easy to pitch products and services too early - before we have sufficient information or have built any real rapport. How do you avoid this trap? Use this structure - get the prospect talking about 1) themselves, 2) their organization, 3) their present application / useage, 4) their technology / method. Dont forget - use open questions HOW WHAT WHY WHERE WHEN WHO. Make it a conversation not an interrogation.
Whatever you are selling this works but if you want a variation on this technique for selling professional services, consultancy, legal services or accountancy, rather than products, email me.