The One Prospecting Question That Matters
It’s a necessary evil. A soul-crushing grind. But prospecting doesn’t have to be. Most salespeople are taught to ask the wrong questions.
Short answer
The most important prospecting question is whether you have something truly valuable to offer the lead. If you cannot provide immediate utility, do not reach out to the prospect.
Key takeaways
- —Salespeople should stop focusing on building fake rapport to close deals.
- —Prospecting becomes effective when the focus shifts to providing genuine utility.
- —Only reach out to a lead if you have something truly valuable to offer them.
- —Prioritize being useful to the customer over being liked by the customer.
I’ve been in sales for a long time.
I’ve seen it all - the good, the bad, and the ugly.
And the ugliest part of sales is prospecting.
It’s a necessary evil...a soul-crushing grind.
But it doesn’t have to be.
Most salespeople are taught to ask the wrong questions.
“How can I get them to like me?”
“How can I build rapport?”
It’s all nonsense and a waste of time.
There’s only one question that matters.
“Do I have something valuable to offer?”
If the answer is yes, reach out.
If it’s no, don’t.
It’s that simple.
Stop trying to be liked. Stop trying to build fake rapport. Stop trying to manipulate people.
Start being useful.
That’s how you sell more.