Eons ago, on a planet far away, there was a salesman who said he’d learned a sales technique from an old time boxer. I wish I could remember which one it was, but that doesn’t matter as much as the technique he learned.
Some boxers are counterpunchers. They wait for you to throw a punch and then try to counter it.
This old sales-dog said he’d been trying it with a new product that his company was introducing and it was working for him.
How’d he do it ?
He’d show the product to the prospect and say virtually nothing, except, what do you think ?
Why’d he do it that way ?
Because the only way to find out what objections a prospect has is to ask him to tell you.
You find out what’s important to him that way.
And this way, you don’t waste time fighting objections that he doesn’t have and rattle on incessantly about benefits and features that mean squat to him.
Simple, huh ?
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