Resource Logo

Hello, you are using an old browser that's not compatible and no longer supported. Please consider updating your browser to a newer version.

This site uses cookies to provide you with a great user experience. By clicking continue you accept our use of cookies to modify the information we collect please click here.

Continue

This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies. Find out more here.

3 minute read
Back To All

How To Prepare A Sales Conversation Prompter

Imagine that you’re about to conduct a meeting with a prospect where you’re expecting a diagnostic sales conversation. The goal is for the prospect to envision how you can help them and that you can provide value in a unique way from that of competing alternatives.

There are 6 quick steps that you can take, in order to prepare good questions in a diagnostic sales conversation.

  1. Focus the preparation of questions based on the prospect’s role and anticipated critical business issue or pain. That is likely to be of high priority – something that the prospect is being held responsible for addressing.
  2. Think through what potential reasons for the pain might exist – ones that you can help address.
  3. Match your product or service capabilities to the potential reasons for pain, asking yourself how you can best address each reason for the pain.
  4. Consider whether or not those capabilities will be valuable and unique for the prospect. You want to ensure that you’re setting the stage for embedding differentiation into your conversation.
  5. For each capability, describe it in the form of a capability vision. In other words, create a word picture for the prospect that helps them see their world being better than it is today, because of some new approach being taken.
  6. For each potential reason, record a series of related quantification or drill-down questions. Questions like, “How often? How many? How much?” should help you uncover how much each reason is contributing to the pain. This will hopefully justify why the matching capability is so important.

Please remember that conversations with prospects can often go in many directions that weren’t planned for. By preparing in advance, you minimize the chances of exploratory conversations going off track. And, you put yourself in position to help the prospect and be viewed as a credible sales consultant.

About the Author

Richardson Sales Performance is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.

Share:
Rectangle 8 1
Download Our Connected Selling Curriculum