Sales prospecting isn’t just about features and benefits—it’s about nurturing relationships and getting prospects emotionally involved.
Why is Nurturing so Important?
We believe it is best to offer solutions to the issues that cause our prospects the most pain in their professional – and personal – lives. But to do this we are asking uncomfortable questions and requiring our prospects to become emotionally involved. In this video, sales consultant Rob Lime talks about how developing the skills to be nurturing during these conversations can lead to more positive outcomes.
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Video Transcript
Nurture, nurture, nurture, especially when you try anything new. When you try anything that we teach you, don't take it literally. Nurture it up.
When our clients come to us, I am going to ask them to try new things.
I am. That's the route to improvement. Nurturing is so important when you're trying new things because they often are counterintuitive.
If you're used to selling on gain, with features and benefits, and now you're selling on pain, you'll have to ask your prospects about their emotions.
You'll have to get them emotionally involved because that's what drives people to make decisions.
And those are tough questions. It's tough to go there. And if you're not naturally a very nurturing person, you're going to have to develop that skill set.
If you have a tough question to ask somebody, just say that.
“Hey, Mr. Prospect, I've got to ask you a tough question. Are you OK with that? Is that OK?”
