Pick. Up. The. Phone.

Startup Selling

Pick. Up. The. Phone.

By Scott Sambucci | October 29, 2018

“The prospect asked me a question [or a bunch of question…] via email about… Price, Product, Integrations, timing, etc. etc. etc.”

What should I do?

Pick. Up. The. Phone.

3 key reasons why:

  1. You need to learn the question behind the question(s).

“Can you send me a data flow diagram?”

Isn’t a question about how your product works. The REAL worry is that their customer data will end up on a Siberian server.

“Do you have a white paper that describes your APIs and SDKs?”

Isn’t because they want to add a recommendation to their Tuesday afternoon Book Club.

The REAL worry is that your product will be hard to integrate with their legacy mainframe systems, and no one at their company has a clue on how to work on anything except SQL and .NET.

Instead of answering the question they’re asking, LISTEN FIRST then ask THEM a question –

“That’s a good question. Happy to answer. Mind if I ask – any reason in particular for that question?”

  1. You should always share new information in real-time to see if the prospect REACTS (negative) or RESPONDS (positive).
  2. You want to build trust with the prospect.

That’s it!


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