How Not To Make a Sales Call
This image is not of an imaginary conversation I dreamed up. I really—literally—had this happen to me today.
It's rare that I answer my phone if I do not know who is calling but I thought it was a customer calling and I had a little down time and I answered.
Low and behold it was a sales guy I had spoken to maybe 5 weeks who was "just following up." (You need to eliminate that phrase from your sales and prospecting vocabulary.)
Having been in sales for 20 years and having already spoken to this young salesman before I knew I had heard it all before but I allowed him to proceed...while I updated some social media posts, read a few articles, and made this image.
NOTE: If you sound like every other salesperson in the world THIS IS EXACTLY what your prospects are doing on the other end of the phone as you drone on and on.
Every salesperson and entrepreneur I've ever met has told me how they are different, better, the clear choice...if they could only get in front of a qualifed prospect and "tell their story."
STOP TELLING YOUR STORY AND GET THE PROSPECT TO TELL YOU THEIR PAIN!
NO PAIN? NO SALE!
If you are truly different, prove it by acting different. You act different by engaging the prospect by asking better questions.
Remember, whoever is asking questions is in control of the conversation.
You're in charge of structure. The prospect is in charge of content.
Can you imagine your doctor droning on for 27 minutes telling you why his tongue depressor and MRI machine is the best in the city then asking you to pay $1,000 today to lock in the $8,900 physical therapy price that is going up tomorrow because other people have liked his tongue depressor and MRI machine?
To make more sales you need to ask better questions then listen to the answers. Listen and understand then ask more and be confident enough to ask as many questions as it takes until you get to the truth.
When you do that, the prospect will know you are different and will pay what you recommend since you are the only one to truly understand their needs, which means you're the only one that knows how to make their pain go away.