Your prospect just told you they are going to take your information, review it and get back with you. But, what did they REALLY just say?
Your prospect just told you they like your solution and your the front runner, but they need to get approval from the CEO. But, what did they REALLY just say?
Your prospect just told you the V.P. of IT resigned and they need to hire a new one before they move forward. But what did they REALLY just say?
Your prospect just told you your solution isn’t a good fit and they aren’t going to move forward with you. But, what did they REALLY say?
Your prospect just told you they need to prioritize their initiatives and they need to figure out what to do before they make a decision. But, what did they REALLY just say?
When your prospect tells you they are going to review the information, are they really going to review it or is it going to end up burried under a pile of crap?
When they tell you they need CEO approval, do they really need CEO approval or is it a delay tactic because you haven’t demonstrated enough value?
Our prospects will tell us a lot of things, it’s what they aren’t telling us that we need to be paying attention to. Geting to what your prospect REALLY said is one of the critical selling skills
I know what your prospect told you, but what did they really just say?