I got a great idea from a first-time meeting just now. I’ve been in several such forums recently, as I’ve just taken on lots of bright new sales people. Anyway, without giving the crown jewels of my prospect away, the particular service they sell lends itself beautifully to a ‘FUD’ approach; fear, uncertainty, doubt. This is all about making the prospect worried about the consequences of NOT going ahead with your proposal.
You don’t need to know what their service is at all to appreciate their FUD question is a cracker: “what happens if your competition brought out a product and you didn’t know about it?”
And of course, this got me thinking, is there a simple, single question that I can develop for my salesguys that can be an if-all-else-fails back-up safety net to get suspects thinking?