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Ever hear this one?
Sherlock Holmes and Dr. Watson were out camping.
They pitched their tent under the stars and fell asleep.
In the middle of the night, Holmes shook Watson awake and said, “Watson, look up at the sky and tell me what you see!”
Watson replied, “I see millions and millions of stars.”
Holmes asked, “And what can you deduce from that?”
Watson paused, and then responded thoughtfully, “Well, if there are millions of stars and even a few of them have planets, it’s quite likely there are planets like Earth out there. And if there are a few planets like Earth out there, there might also be life.”
And Holmes said, “Watson, you fool, it means that somebody stole our tent!” **
I know…corny joke, right?
But there’s a point…
Watson did not see what was staring him directly in the face.
And, all too often, neither do we.
Case in point: many times when we engage a prospecting conversation, we tend to over-complicate our thinking and overlook who’s staring us right in the face.
In other words, we often engage our prospects from our perspective, not from theirs, as we try to persuade them to see our point of view (and sell them what we have to offer).
And as you might have deduced, this is the WRONG approach regardless if you're doing online prospecting or offline prospecting,.
Because until you’ve asked a few detective-like questions, you’re in NO position to effectively sell your prospect anything.
