See if this B2B sales “hamster wheel” sounds familiar:
No matter how hard you try to “peddle” your product as a solution to your prospects’ problems, you seem to be spinning your wheels.
It doesn’t have to be like that...
...because, fortunately, you can escape the hamster wheel with one sentence that should be in every reps’ arsenal:
“I’m not sure if we’re the right solution for you.”
I know, it sounds weird for a sales rep… whose job it is to sell something… saying “maybe you shouldn’t buy from me.”
But that’s kind of the point. When you say something that takes your prospect by surprise, they sit up and notice. Maybe they suddenly see you in a new light, or feel compelled to get to the bottom of why you don’t think you can help them.
If you want to engage your prospect honestly about their problems and priorities—the ones you’d like to help them solve—it’s critical to shake them out of their default defensive position and make them feel natural and at ease.
Disarming them with a counterintuitive notion might be just the thing that gets them talking.
And here’s the other thing: it’s true.
Your solution might not be the right one for the prospect in question.
Even similarly situated companies with common challenges aren’t cookie-cutter replicas of each other. Some will have the resources and desire to facilitate a mutually beneficial relationship with you; others simply won’t.
Think about when you’ve been in that position: just because another company considers you a top prospect doesn’t mean you consider them an ideal solution, right?
If you’re up front with your prospect about that fact, they’ll see the truth for what it is and be more likely to trust the other things you say.
And without trust, you’re like a hamster—going nowhere, fast.