Stop rushing your outbound sales process. 

You need to move in the order in which decisions are made. 

1. Align on the pain
2. Align on the problem
3. Align on the priority

Your prospect may have a problem but not feel the pain. 

Your prospect may feel the pain but not see the problem. 

Your prospect may feel the pain, see the problem, and still have bigger priorities eating up their time. 

Too often salespeople assume the prospect is already aligned on these 3 details and they jump straight into a pitch and a CTA to book a demo. 

Slow your roll. 

Ask questions that challenge your prospect and inch them closer toward these 3 micro-agreements. 

If they agree they're experiencing pain...

Now show them the cause of that pain (the problem).

Once they see the problem, next you have to make it a priority. 

To make it a priority, you must ask what they're currently prioritizing.

Skip these steps and I can tell you what comes next. 

You'll be wondering why they're ghosting you.

It's easy for us to assume the problem our product/service solves is big enough that everyone recognizes it but we fail to realize that the people we're selling to are living different lives with different priorities.

We solve one problem but they have 100 other salespeople coming at them with 100 other problems.

As a business owner/operator they must choose where to prioritize their time. 

1. Awareness of pain isn't enough
2. Awareness of a problem isn't enough
3. There must be alignment on these in addition to their priority level

Work that into your process and things will start going a lot easier for you.

Happy Selling,