If you sell a product or service to businesses, what is the quickest way to get on the same page?

Question

Selling to the top doesn't have to be hard. You have less than a minute to show your prospect you are worth her time. How do you break the ice? How do you get quickly on the same page?

Answer 1

Selling to businesses, especially when dealing with top-level executives, requires a well-crafted and concise approach. Here are some strategies to quickly break the ice and get on the same page with your prospect:

1. Research Thoroughly: Before any meeting or interaction, research the company, its industry, and the individual you'll be speaking with. Understand their pain points, challenges, and objectives. This will help you tailor your conversation to their specific needs.
2. Elevator Pitch: Prepare a concise and compelling elevator pitch that clearly communicates the value proposition of your product or service. Your pitch should address what problem you solve, how you solve it, and the benefits the prospect will gain.
3. Start with a Hook: Begin your conversation with a hook, a statement or question that grabs their attention and piques their interest. This should be related to a pain point or challenge you know they're facing. For example, "I noticed that your industry is grappling with [specific challenge]. We've helped [similar companies] overcome that. Would you be interested in learning how?"

Answer 2

While business owners have many problems to solve, they all affect PROFIT. So your number one job is to move quickly to their number one concern - maximizing profits. Sure, they may have to solve other problems first such as hiring the right people, selling the right products at the right price, but it all adds up to profit.

Your customers have problems to solve. It you can't determine their pain points or discuss their problem(s) in detail, don't waste their time.

Ask questions, then stop talking and listen, really listen. You've heard this before, so why aren't you doing it?