Sales POP - Purveyors of Propserity
4 questions to help you engage with a prospect
Blog / For Sales Pros / Jun 12, 2017 / Posted by Roy Osing / 7993

4 questions to help you engage with a prospect


My definition: a prospect is an individual who has (according to a predefined set of criteria) exhibited the potential to benefit from a product or service offered by an organization.

The challenge is to turn the potential to deliver an economic benefit to the organization into a reality.

How do you do it?

First let’s remember we are looking to “engage”, so let’s get clear on exactly what that looks like.

“Engage” is about a conversation; a mutual exploration of opportunity for both parties. The prospect is NOT a target for a sales pitch; an object to be flogged at by the sales person.

These 4 questions should enable you to plot an engagement strategy and have a decent chance of converting the latent demand the prospect represents for your product solution into a sale.

1. What do you know about the challenges your prospect faces? What priority problem they are trying to solve?
Study as many information sources as you can to paint your picture of the strategic and operational improvements they could use.
Be an “expert” on their current situation if you want them to believe you are genuinely interested in their affairs and gain their confidence.

2. Which of your products or services represent the best solutions? You must be perceived as the solution expert, and the only way you can attain this status is to be intimately knowledgeable of your product portfolio and pricing.
If you don’t, you may never get the chance to “get back to you on that”.

3. Do you have examples of where your solutions have worked for other clients with similar needs? Include them in your discussion and leave-behind package.
Talk to the economic benefits other clients received and your credibility will strengthen.

4. What do you know about the prospect that may surprise them? This is one of those “little BIG things”.
Taking the time to discover something special about a person expresses genuine interest in that person, and also gives you an edge over your sales competitors who aren’t so inclined.

If you’re not prepared to invest the time in doing your homework, don’t waste your prospect’s time; you will provide them little value and leave them feeling that it was a miserable experience.

And they will disappear from your radar as a prospect.

Pipeliner CRM visually and intuitively empowers salespeople in engaging prospects.Get your free trial of Pipeliner CRM now.

About Author

Roy Osing is a former president, CMO and entrepreneur with over 40 years of successful and unmatched executive leadership experience in every aspect of business. As President of a major data and internet company, his leadership and audacious ‘unheard-of ways’ took the company from its early stage to $1 Billion in annual sales. He is a resolute blogger, keen content marketer, dedicated teacher and mentor to young professionals. As an accomplished business advisor, he is the author of the no-nonsense book series ‘BE DiFFERENT or be dead.’ He is devoted to inspiring leaders, entrepreneurs and organizations to stand apart from the average boring crowd and achieve their true potential.

Author's Publications on Amazon

Leaders require context for what they do and how they spend their time. A philosophy that guides their behavior and the things they treat as a priority. Without context, leaders tend not to lead. They flit. They simply follow their nose and spend their time…
Buy on Amazon
It's getting tougher to develop a winning formula in today's business world. Competition is fierce. Customers are demanding, fickle and unpredictable and employees are looking for insightful and caring leadership. In response, extreme energy in most organizations is spent on trying to develop the "perfect"…
Buy on Amazon
Marketing 101 is in serious trouble. Its effectiveness is extremely limited. If you are practising traditional text book marketing, this book is your wake-up call. You are subjecting your organization to extreme risk.
Buy on Amazon
The challenge facing a leader in today's highly volatile economy is formidable. It is to create an organization to Stand-Out NOT Fit-In. Companies that fail to break away from The Competitive Herd and establish themselves as Unique, Distinctive and Remarkable to their Fans fade away…
Buy on Amazon
BE DiFFERENT or be dead: The Audacious ‘Unheard-of Ways’ I Took a Startup TO A BILLION IN SALES provides practical and proven ways for organizations and professionals to be unique, stand out from their competition in a compelling, relevant way and achieve staggering success.
Buy on Amazon
Selected by Soundview Executive Book Summaries as one of the top business books in the USA. The Challenge for any Business Leader is to harness the energy from all parts of their organization to work in unison to win in their market. In practical and…
Buy on Amazon
Want to take your career to another level? Achieve greater success in a world where the competition for a fast track route to success is fierce? Roy Osing’s 30+ years in business taught him one simple truth: if you are not DiFFERENT, if you are…
Buy on Amazon

Sales Process Automation
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.