EP 265 – Indecisive Prospect Killing Your Sales?? Listen Here
But there’s something that all salespeople need to be aware of: when you try to draw out a prospect’s pain points, the prospect will naturally want to try to minimise that pain/problem.
But, if your prospect is serious about achieving their goals, then they’ll push themselves (perhaps with a little prodding from you) to confront the gravity/urgency of their problem.
But, if your prospect is stubbornly refusing to acknowledge the problem that is holding them back, then you know that they aren’t committed to making a serious change.
And those are the prospects who just aren’t worth your tim