The magic wand trick in prospecting

Fairy tales often start beautifully, but the story is full of obstacles. As in active prospecting, it is good to have a fairy godmother by our side. With a wave of her magic wand, she will find the solution and bring the story to a happy ending.

In cold calling, the prospect sometimes reacts negatively because they cannot see what is in the sales proposal for them.

If, on the phone, the telemarketer manages to get past the "I understand, I'm not interested" syndrome, they can open up the discussion and understand what interests the future customer.

Beyond questions that investigate needs to be met and problems to be solved, we recommend trying the "magic wand" question if the right reason to arrange a meeting has not yet been identified:
And if you had a magic wand, what would you do? What wish would you make?

In field sales too, in a face to face meeting, this magic wand will make an impression. It will reveal what the prospect wants, both from a rational point of view (what the company needs) and from a personal point of view (what the person cares about most).
If their dream is identified and the offer can meet it, the sale is very close.