Business development consultant Terry Rice shares his tips for winning bigger deals and avoiding getting ghosted, no matter which field you’re in:
- Ask a potential client, “What would need to happen in order for you to be happy about our partnership?” You can rephrase that as needed to better fit your business. The overall goal is to get clarity on the outcomes they’re looking for.
- Once you understand their needs, ask, “Would you like to hear how I can help?” Assuming they say yes, you now have permission to pitch. The good thing is that your pitch will flow more naturally in the conversation, so it won’t feel like an abrupt pivot.
- Finally, ask, “What will prevent you from saying yes today?” This question allows you to uncover all their objections in real-time as opposed to going back and forth via email or just getting ghosted.
Using this framework on your next call will give you more clarity and confidence, but remember, even as the seller, you should always be the buyer. Only work with people that respect you and you truly want to help.
Related: How Do I Generate Leads Without Annoying People?
Related Posts
Is Your Start Up Safe? Here Are 7 Reminders On How To Protect It From Common Threats
Opinions expressed by Entrepreneur contributors are their own. There's a lot of moving parts when it comes to starting...
Permanently Add Microsoft Office to your PC or Mac’s Program Arsenal for Just $40
Disclosure: Our goal is to feature products and services that we think you'll find interesting and useful. If you...
Save Hundreds of Dollars on a Lifetime License to this ChatGPT WordPress Plugin and Experience the Wonder of AI
Disclosure: Our goal is to feature products and services that we think you'll find interesting and useful. If you...
Collapse of Credit Suisse: A Cautionary Tale of Resistance to Hybrid Work
Opinions expressed by Entrepreneur contributors are their own. The world watched in shock as Credit Suisse, one of the...
When My Cofounder Died, It Showed Me How to Run My Company
Image Credit: Courtesy of Tracy YoungIn the early days of my first startup, PlanGrid, our cofounder Antoine Hersen —...
3 Considerations for Driving B2B Business in the Order-to-Cash Process
Opinions expressed by Entrepreneur contributors are their own. To best manage B2B supply chains, business leaders are faced with...
