A sales coach explains why you shouldn't believe prospects who say they have no problems. Instead, acknowledge what they said, remind them solutions are customized, and ask what made them take the call in the first place.
Stop buying into your prospect's frame. When you're on a sales call and your prospect tells you that they don't have a problem, quit buying it. When you're on a sales call, you need the prospect to tell you that they have a problem so you can help them solve it. So when your prospect says, oh no, things are great, I don't have a problem, I just want to see what you have. Say this back, oh yeah, and we'll definitely go over that. What we do is fairly custom though, so it's going to depend on what you feel like you need. And you know, if you're happily married, you tend not to go on dates. So what's coming up for you that even have you wanting to hop on this call in the first place? Say that on your next call to get them to admit that they're there for a reason and make some more sales.
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