Stories Follow Decisions

Prospects share decisions with salesmen all the time. 

“We went with xx vendor” 

“We were going to buy xx but added headcount instead” 

“We bought xx and it didn’t work so we got rid of them” 

The mistake that SDR’s make is not asking more about them. 

Each decision has its own story, its own decision criteria, its own set of influencers/coaches. There was a problem that was happening or a gap from a desired future state that caused a decision to be made and capital to be deployed. 

Anytime you hear any decision on a cold call you should be asking 

“What was the story with that decision?” 

This question will open up prospects better than a can opener. You are inviting the prospect to share their personal POV on how things went down without judgement. 

The benefit to you as the seller is all the context you gain. The prospect will share things you would have never known about. 

This will help inform you on where to take the conversation from here. 

Remember: Anytime you hear any decision made. Ask what the story is! 

Your cold calls will thank you.

Happy calling.