Now you’re probably wondering, “What do I say next?” It’s simple: Make what you say next about the person you’ve called, not about you — and make it specific and compelling to them.
Don’t go into a pitch the way you would if you were operating out of the traditional sales calling mindset. Try to keep in mind that who you are and what you have to offer are irrelevant at this moment. All that matters is the person you’ve called and the issues or problems they may be having that, down the road, the two of you may decide you can help solve.
Your next step is to focus on a problem that you believe the other person might have. This wording is crucial, because you’re simply asking them whether they’re open-minded about considering something new that might help to solve the problem.
At this point, you might be tempted to slip back into the traditional sales mindset and launch into a mini-presentation about the services you offer. That would be premature at this stage of your conversation. You still don’t know enough about the person you’re speaking with and his or her problem to offer your solution.
Until next time,
Keep Selling and Using Sales Training to Create Trust…
Ari Galper, Founder of Unlock The Game, makes sales training painless and simple. Learn his sales training secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com.au