In this episode, we are going to be discussing something very crucial. A lot of salespeople get on a sales call and the first part of the call is figuring out the current situation of the prospect. I want to invite you to be open-minded to look at this through a different lens. Instead of finding out about the prospect's current situations how about offer some more value by getting into the consultant mindset. See your sales calls as consulting calls where you actually look into their problems. Basically what you are doing is giving them a proper sample of how it is going to look like if they work with you. This is the reason why some Softwares have a 7-day free trial because it helps people to experience the product/service without actually having to pay for it. Let's look at this example, you walk into a grocery store and there is a person standing near the entrance trying to sell you a chocolate. Now, imagine the same person offering you a sample of that chocolate and on your way back he/she aswks "Hey how did you like the chocolate? You can buy one if you like. Which scenario do you think has a better chance of you buying the chocolate?