If you really want to educate your prospects and maybe even
change their perception of your offering, you need to ignite their interest and
spark their curiosity so they want to learn and hear more. How? By causing them
to ask questions. This is a technique from inside sales training that really
works.
Here’s an example. We are a consulting and training company
that has been in this very competitive field for over 20 years. It can be
difficult to grab the attention of a new prospect unless they have already
heard about us. But we often make a statement that captures their interest.
We state that training is often not the answer and, by
itself, does not work. In fact, on average it only changes the behavior of 20%
of the participants. The reaction is
always surprise…What? But aren’t you in the “training business”? This gives us the opportunity to
differentiate our approach and share what we have learned about what is needed
to truly change behavior and get higher performance results. This allows us to
re-position what we do, how we really help our clients succeed and bring measurable
value to their organization.
If you can get your prospects to wonder about how you might
help them and how you are different from competitors, you have engaged their
curiosity and their desire to have a more productive and differentiated conversation.
For more information about inside sales training best practices, please visit: http://www.lsaglobal.com/inside-sales-training-coaching/
