In any sales engagement, there are a few hurdles that you must get past.

1. You need to build a relationship.
2. You need to communicate some value of your product to their business and future outcomes
3. You need to find the money
4. You need to differentiate yourself from the competition.

Start to listen and take note of questions that you get from your customers and prospects. If you hear it a few times, write it down and record a response. There is a high probability that other customers may have the same question, but they have not actually asked it. How powerful is it to follow up with the customer and say, by the way, you did not ask this but it often comes up so I wanted to pass it along. Or you are responding to one, and you can share a couple others. One obvious fit for this is the more product or technical centric questions. Maybe you have a follow up response with a pre-recorded “How-to”. Each of your offerings are different, but guaranteed, there are common questions that come up. Build your database of the top 10, get organized on the naming and filing, and give it a try.

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