Agree that the conversation starts before the first call now. Most buyers I talk to have already read the pricing page and two competitor reviews. So the first five minutes go better when you ask what they've already ruled out, not when you open with the demo.
Absolutely agree! When it comes to services, I believe the first step is always to listen. Understanding what the buyer actually needs helps us figure out what we can genuinely offer.
Sometimes that conversation closes a deal, and sometimes it simply leaves someone feeling heard and understood. Either way, it builds trust. And that's how companies quietly build their reputation. Even if the need isn't there today, when it arises tomorrow, people are more likely to remember the ones who took the time to understand them.
Well put. The calls that did not close often came back months later as referrals, simply because the person remembered being listened to. Taking a short note of what they needed makes the follow up much more personal when the timing finally fits.
StackShortlist
Proof Over Promises.
Agree that the conversation starts before the first call now. Most buyers I talk to have already read the pricing page and two competitor reviews. So the first five minutes go better when you ask what they've already ruled out, not when you open with the demo.