Blair Enns And Shannyn Lee Role-Play A Qualifying Conversation
Video from Win Without Pitching. Watch on YouTube.
What you'll get
Blair Enns and Shannyn Lee of Win Without Pitching act out a first call with a prospect, asking what success looks like in three years, how the prospect found them, what is driving the deadline, who decides and what budget they have in mind, then steering toward a second meeting with the decision-makers instead of answering an RFP. It is a clip from a sales workshop the firm sells, with a website-redesign scenario, so use it as a model of the questions rather than of the prices.
Do this week
Write the five questions you will ask every new prospect, covering the outcome they want, how they found you, when they need it, who else decides and what budget they have in mind, and use them on your next call.