1. Try not to ask your prospect what they like about their current vendor. This approach will frequently backfire and remind your prospect what it is they do like about their vendor making them even more resistant to change.
2. A better approach is to ask about specific challenges, challenges or issues that you know you can resolve:
“When (fill in the blank) happens, how do you handle it?”
“What are you doing about (fill in the blank)?”
3. The way to be comfortable and increase your success in prospecting is to do your homework and prepare ahead of time. When you prepare for your calls before you actually get on the telephone, you will be in a much stronger position than if you simply “wing it.” To be prepared, know what you want to accomplish on the call and how you plan to present yourself, your product, service and/or company.