PRWTS
What does it mean and most importantly why is it important?
People remember words they say (PRWTS) more than they believe yours.
Last week we covered the opening question at a meeting – it is more about what you ask rather than what you say.
Building on last week we focus on questioning again to build a connection with your prospect.
A lot of times salespeople (me included in times gone by) go into a meeting and assume that they have all the answers and fail.
The objective of selling is uncovering the problems/issues/needs of the prospect, delivering to them and solving them.
It is with using great questioning skills that you uncover the prospects wants and issues. The problem is we go in a lot of the time, ask a question or two then pitch in with our presentation bombarding the prospect with features and benefits hoping this convinces them to buy off us.
The thing is most prospects won’t tell you their real problems straight away. You need a set of questions that are easy to answer give the prospect the opportunity to answer and most importantly give you the opportunity to connect with them.
This gives you the chance to listen more and as the conversation develops the opportunity to ask real hard sales questions helping you uncover their issues and needs
The main objective is to focus on the prospect and understand what they really need.
Nobody likes to be told what their problems are it is far better if they tell you what their problems are. Why? PRWTS more than they remember yours.
So your key actions are to
- Never make assumptions
- Listen to your prospect
- Have some great questions available
- Get them to talk about what they need rather than you tell them
When you tell them what they need it doesn’t mean anything however when they tell you what they need it means something and PRWTS
