Mastering the Prospect Conversation Starter

A structured program designed to guide sales professionals in adopting an expert-driven, prospect-centric approach to initiating conversations, moving away from self-focused pitching towards engagement and problem-solving.

Powered byDeedit Logo

Program Modules

🎤

Module 1: The Problem with Pitching and The Solution

This module contrasts the ineffective 'me-focused' pitching approach with a prospect-centric strategy that establishes expertise and engagement from the outset.

Analyze the Pitfalls of Traditional Pitching

DAILY

Review the common 'me-focused' statements sales professionals make and understand why they cause prospects to disengage. Recognize the shift needed from 'I' to 'You'.

“Most sales people start their conversations with prospects by Pitching and by that I mean this [I'm] with xyz company and we are the best We [are] the most experienced We are the awesomest company in the world now obviously a little tongue-in-cheek there But that's what pitching is. It's starting off the conversation in a way. That is totally focused on Me the Salesperson and my company, but prospects don't care about you or your company so they will immediately [tune] [out]”

reflectionSign in to Schedule

Embrace the Expert Positioning Approach

DAILY

Understand the core principle of setting yourself apart by establishing yourself as an expert who provides value and insights relevant to the prospect's world.

“you need to [have] an approach that is going to both set you apart from the competition and set you up as the Expert in a way that will ultimately engage the prospect”

reflectionSign in to Schedule
✅

Module 2: The Three-Step Conversation Starter Framework

Learn and practice the actionable three-step framework for initiating conversations that immediately capture prospect attention and demonstrate value.

Step 1: Show Market Awareness

DAILY

Practice initiating conversations by referencing current trends, insights, or developments within the prospect's industry or sector.

“the first part is all about Showing that you know what's going on in their marketplace when a prospect Thinks that you're going to provide them with some valuable information They're immediately going to start to listen so start off that conversation with something. That sounds like this right now I'm seeing a lot going on and your sector. That looks like the following”

reflectionSign in to Schedule

Step 2: List Common Challenges You Solve

DAILY

Practice articulating three common challenges that are relevant to the prospect's situation and that your solutions address.

“the next step is to list off three very common Challenges that you both see going on in the marketplace But also challenges that you solve”

reflectionSign in to Schedule

Step 3: Engage with a Question

DAILY

Practice concluding the opening with an open-ended question that invites the prospect to confirm their challenges and engage in the conversation.

“the third part is all about engaging the prospect with a question and so a simple [way] to Tie this off with a bow might sound like - any of those issues ring true to you”

reflectionSign in to Schedule
🚀

Module 3: Practice and Feedback

This module focuses on applying the learned framework in real-world scenarios and reflecting on the outcomes to refine the approach.

Role-Play the Conversation Starter

WEEKLY

Practice delivering the three-step conversation starter in a role-playing exercise, either with a colleague or by recording yourself.

simulationSign in to Schedule

Share Your Results and Seek Feedback

WEEKLY

Share your experiences using the conversation starter, discuss what worked and what didn't, and incorporate feedback for continuous improvement. Participate in the comments section of the original video.

discussionSign in to Schedule

What You'll Accomplish

  • Understand the pitfalls of traditional sales pitching.
  • Develop the ability to demonstrate market awareness to prospects.
  • Identify and articulate common industry challenges that prospects face.
  • Formulate effective engagement questions based on identified challenges.
  • Position oneself as an expert and valuable resource for prospects.
  • Initiate sales conversations that are inherently engaging and valuable.
  • Shift the focus of sales conversations from company features to prospect needs.