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hi everyone this is Sofia her legis from Sandler Miami and this is another edition of coffee with the coach last week I was approached by my prospect who I refer to as casket man because casket man sells funeral services and you guessed it caskets and so casket man was venting to me about his frustrations with first of all being able to find a prospect who's down to talk about you know their plan of dying right their funeral services and the future right it's an investment they're gonna you know they're gonna making and their casket of choice right he says that people are usually uncomfortable talking about it so he says and then when he finally does get in front of the the prospect that he like blows it somehow he doesn't know how he blows it but they don't they don't want to talk about it so in depth it's too morbid so he never really gets to you know phase two or three of this discovery right so he's he's upset he's he doesn't know what to do he's he's lost he's looking for some help and so the problem is if he's going in there talking about everything that he can do and all the money he can help them save and all these you know features and benefits then he's not really listening to their real pains he's not having a true discovery right so prospect that is listening is not a prospect at all David Sandler used to say so avoid having this features and benefits dog and pony show sit down and have a conversation with them because I'm guarantee thing for you if he would ask his prospects have you ever you know thought about your family and and but they're gonna go through when they're trying to coordinate your funeral now that's a pattern interrupt you know so don't sell features and benefits i sat down with casket man oh he took a look at you know some of the things that maybe he could do to help him with this situation of not being able to close prospects the first thing that we discovered that he had to do was get the prospects talking stop talking about features and benefits and you know showing them casket brochures right get them to start talking want to be a trusted adviser not a dumb salesperson and trusted advisors ask great questions right so ask questions to get them to start talking because once they start talking we'll be able to uncover the prospects pains because at the end of the day prospects never buy your features or benefits they always buy their own problems and sales person's confidence and in the wise words of David Sandler a prospect that is listening is not a prospect at all this is Sophia Rodriguez with Sandler Miami thanks for watching another coffee with the coach Cheers [Music]