The Sales Process in Reverse
Prospects can't own your product or service until they buy it,
They won't buy it until they want it,
They won't want it until they understand it
They won't understand it until you tie it to their problem
You can't tie it to their problem until they admit they have a problem
They won't admit they have a problem until you ask insightful, provocative questions
They won't answer insightful, provocative questions until they trust you
They won't trust you until you build rapport
You can't build rapport without being genuinely interested in them
You can't be genuinely interested in them if you don't listen to what they say.
You can't listen to what they say if you are talking.
Morale: To sell more, stop talking, and start listening.