Too often salespeople are looking for a fast answer and end up getting a NO. You don't want a fast answer, you want a fast YES. When you ask for the business too fast, you are often relying entirely on a product pitch.
It takes time to build a tailored solution. Leading with the product fails so often with prospects because if they saw value in the product, they would be a customer already! Pitching general product value is often the fastest way to failure (hey, at least it's fast). Instead, change the conversation, and focus on how you can create specific value.
To learn more about this approach, click here to get a free copy of the eBook "Howie Gets His Dream Job," a fun story that will help you gain new insights on creating specific value.
John Henley is Chief Operating Officer at The Center for Sales Strategy