Getting to the heart of the matter, you can start asking questions about the specifics of the workflow. As they explain their daily routines and pain points, the prospect may reveal that they spend a lot of time on a task that your solution can streamline or automate.
Let the prospect talk before you jump in. You want to acquire customers , but sounding “too salesy” right from the start is off-putting.
How would you spend the extra time if you didn't have to dedicate it to [specific task]?
This is an opportunity for the prospect to russia telegram mobile phone number list think about how team members might spend their time if they had a product to reduce workload in other areas. This is especially true for services that offer automation.
Chances are, they could spend their time more profitably and contribute significantly to your business goals. Don’t be afraid to use statistics to show how much time you could save with your service.
A chart showing time and cost savings from process automation, with percentages indicating reported savings by IT and engineering leaders.
, how will it affect your teams?
During the meeting, you should constantly try to gauge how interested the prospect is and how likely you are to close the deal. If your questions so far have revealed a lack of willingness to invest in a solution, it may be time to do some gentle probing.
Invite the prospect to talk about how the problem is currently impacting the team and the additional blows to productivity and morale that could occur if the same challenges persist. They may be persuaded to realize that solving current pain points and productivity solutions need to be higher on their priority list.
What results would you like to see with your ideal solution?
If money and authority were no object, what would the person you are talking to do to improve the business? How would they address challenges in an ideal world? Discover their idea of a perfect solution and then work backwards to find a mutually beneficial arrangement.