Don’t Sell ‘Out of Bounds’

If you’re somewhat of a sports fan then you know what it means when a player steps ‘out of bounds’ – the play comes to a stop. It’s the same thing on sales calls. If you step ‘out of bounds’ with a sales prospect, chances are good that your sales call will come to a dead stop.
During my ‘gold call training’ sessions I often use the analogy of ‘staying in bounds’ whenever engaging in conversation with prospects. Be careful – one wrong word, or anything taken out of context, and you’ve stepped ‘out of bounds’.
On the other hand, when you structure the dialogue you have with prospects you are taking steps to make certain that you do not step ‘out of bounds’. By ‘out of bounds’ I mean doing the things that can damage a sales call, like talking too much, not listening to prospects, or completely forgetting to ask good open-ended questions.
Sales prospecting is a fine edge business because prospects are as inattentive as ever, and they have little patience for salespeople that can’t get to the point quickly, and who aren’t focused.
When choosing your sales call script, think about the kind of conversation you want to have with sales prospects as if you were in the sales prospect’s ‘shoes’. Keep in mind that less works best, and that leaving out the ‘salesy talk’ is probably in your best interests. Keep your conversation ‘in bounds’ with short sound bytes describing your product, and ask your prospects simple questions. Your prospects will find it refreshing that you’re not like all the other salespeople, and they are more likely to grant you the time you need to get your foot in the door, and on to closing more sales.

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One Response to “Don’t Sell ‘Out of Bounds’”

  1. Brian Levandusky Says:

    Whenever I do all the talking and dont let prospect interact I always step out of bounds.

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