Are you asking the same questions your competition is asking? If so, you will never differentiate yourself. When you act and sound like your competition, the prospect or customer will always gravitate to the cheapest price.
Want to differentiate yourself from the competition?
The best way to get to the core of your prospects thought process is by asking questions that allows them to think about their key issues differently. When the prospect thinks about their key issues differently, the solutions become obvious. Stop telling your prospect or client what your product or service will do for them. Ask them!
Stop telling and start asking what I call “Opportunity Questions”. It is easy to create an “Opportunity Question”. Take the biggest problems you solve or the pain you eliminate and create a question that begins with, “What ideas or strategies have you implemented that will (problem you solve)? By asking this type of question it allows the prospect or client to come to their own conclusion.
Stop doing a feature dump all over you prospects. Ask a question that allows the prospect or customer to think about their key issues differently.