Before your client opens up, stop asking the above mentioned question!

1. Crescendus™
Tip of the Day: July 12, 2016
© Crescendus™ 2016. All Rights Reserved.
www.crescendus.com
WHAT KEEPS YOU UP AT NIGHT?
Asking the above question displays your unpreparedness and lack of understanding
of the prospects business, their opportunities and challenges. Instead of asking the
above lazy question, spend more time investigating the prospect's business and
generate key insightful questions and suggestions that might start a real
conversation. Train your sales, marketing, finance and executive management
teams to stop asking the above clichéd question and focus on doing your homework
in advance (before meeting the prospect). Prospects are tired of hearing the above
question from various vendors, and are looking for someone who has an
intermediate/advanced understanding of their business, so that they can
immediately do a deep dive on various issues. So, stop using the above question and
focus on insights that will delight the prospect to open up!