engaging prospects better uncovering the prospects pain better
Engaging your prospect was mentioned in the old AIDA = Attention Interest Desire and Action.
But How ?
If you want to get someone attention you have to be talking about something that is of interest to them and it helps if you have rapport which opens up the lines of communication.
To really get them interested you need to uncover their Criteria or what it is they really want.
To build their desire you have to be able to talk in language that is music to their ears. Referencing their buying criteria
and highlighting the specific benefits your product or service will bring to them in relation to what they want.
I think this largely answers your question about finding their pain better. Although you would do well to remember that sometimes it's about helping them get something they desire rather than get rid of something they do not desire.
Hope this helps, Greg
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