Instead of giving product presentations, offer a leap forward in beneficial results to motivate a change.

In a nutshell, your product is something for sale. Or a service is simply doing work for someone. The details behind what the prospect gets can be exciting but rarely motivating. You create a paradox. Small wonder that selling via education is hit and miss.

Education sells when a prospect has decided to change for better future results. The information helps them select which product or service to use. A request for a proposal (RFP) is how a company collects its education. Unfortunately, few customer wins begin by submitting an RFP response.

Change is a process, not an event. The transition phase bridges the current over to the future. The future results must offer a leap forward to undergo the risks and costs of change. Sizable jumps usually involve a complicated shift. Clear-eyed prospects respect this saying – with gain comes pain.

Does your leap forward ignite enduring motivation, securing change? The answer is found in the future, made possible with your help. The outcome of your discussion enables a prospect to decide – to change. Make this the priority for all opening meetings. You will close more sales with faster decisions.

Leap forward before pitching products. 

Are you pondering my thoughts on this post? Share what is on your mind at converse@marketenabledsales.com.