Almost as if on cue, Immediately after I finished a mini-webinar on sales this morning, the phone rang.
Against my better judgment (after all, it was a local exchange), I answered the call.
Right on cue, in a foreign dialect, the caller asked if the business owner was available.
Click!!
This is the worst way to start an obvious sales pitch!
At least take the time to research my name and use it in the pitch.
No wonder the sales profession has such a bad reputation.
In the mini-webinar, I talked about how to have an effective sales conversation, one that leads to a firm decision.
As I promised, I spent time on all eight critical questions, and focused a lot on the most important part of the conversation, making it easy for someone to say no.
The last place you want to take a prospect is into a place where they feel cornered and they become reactive. In this situation, they often say no, when in fact, they are rejecting the way they are being handled, not the product.
The solution is to decrease their reactivity by guiding the conversation to a place where they actually say no without feeling pressured to do so.
The best place for this is at the very beginning of the conversation, by simply asking, “Is this a bad time to meet?”
Try it and you will notice a visceral response, and a more relaxed meeting will follow.
There is no replay of today’s training, but I have something even better for you.
On March 19, I will be hosting another webinar on sales. This time we are going deep into all eight questions.
This free training is something you can’t afford to miss if your goal is to close more prospects and improve your bottom line.
The webinar: The Sales Presentation, The Critical Questions – An In-Depth Dive, is free and you can claim your seat right here and now.
The only reason I can think of for you to miss this would be if you have a waiting list of prospects for your services.
See you on the 19th!
Remember, you only get results when you take action on your ideas!
