1.) Use Your Mute Button: I am dead serious about this one. Ask your prospect a qualifying question like, "Mr. Customer what keeps you awake at night?" Press your mute button and listen to your prospect. Take notes and listen.
2.) Remember Your Knowledge Is Your Biggest Asset: Why is this prospect talking to you in the first place? Perhaps they have a problem and are looking for a solution. Why give away your most valuable asset (knowledge) before first discovering if the prospect is worthy of your time? Continue to ask questions to uncover pain and problems. Be sure to understand the consequences for the prospect should they decide to do nothing. After collecting this information, only share a few tips from your valuable bank of knowledge. Wet your prospects appetite. Ask more questions and listen.
3.) Only Share The Features That Are Applicable to The Problem: Have you ever had someone give you advice even though you didn't ask them for it? That is the same as telling a prospect about a feature your product offers that addresses a problem they don't even have! Don't do that! Instead, follow this formula - Hear a problem -----> mention a possible solution.
Frankly, I could have given 25 reasons to reduce your chances of "throwing up" on your prospect, but who has time to read a blog that long?
Feel free to hit me up with any question in the comment section below. Or, send me an email to firstname.lastname@example.org.