In each selling selling effort we compete with:
- the status quo (inertia);
- DIY, the prospect choosing to do it themselves;
- rival companies with products and services like ours.
This email looks at competing against the status quo.
This is where the prospect chooses to do nothing.
Our selling role is to unpack the problem for them. We do this by asking questions to show the prospect how much it costs them while they don't take action.
Our questions to help our prospect dig deep into their own business. Our questions show our expertise in our field. But our prospect is the expert in their own business. Our questions teach them about an issue they have not yet explored. We also build a quality relationship.
Most of all, we help them make an informed decision about changing or not.
Click here to find out the two fatal mistakes most small-business owners make. And why 90% of us close by Year 10.