Posts Tagged ‘sales call execution’

The Problem With Gatekeepers

January 24, 2014

Cartoon 1The one question I get asked most often by salespeople is, “How do I get past the gatekeeper“? I usually ask in return, “Why do you talk to gatekeepers in the first place“? With so many options available to salespeople in the information age to get direct dial numbers, and the opportunity to call prospects early morning (0800) or late afternoon (after 5:30), I’m surprised that the ‘Gatekeeper Screen’ continues to be a problem for salespeople around the world.

Gatekeepers have a job to do, and we should respect them for that, but that aside, they remain an obstacle to salespeople that desperately want to make contact with decision-makers. To help us all understand why the gatekeeper remains an obstacle, let’s take an closer look at the role of the gatekeeper in modern times.

The Attention Economy
We are living in a new era called The Attention Economy. The Internet age has created the Attention Economy, and it delivers to us an overwhelming abundance of things we pay attention to on any given day. Take a look at the sheer volume of information coming at you on a daily basis in the form of e-mails, text messages, and tweets. With so much information in play there simply isn’t enough time to pay attention to it all. Under the weight of so much information sales prospects can only skim the surface in terms of interpreting all the information that comes their way, and they are very quick to discard anything that doesn’t meet their standards for being attention worthy. Consider this, if sales prospects paid in-depth attention to every piece of information coming at them in all forms, chances are they would never get anything done.
Like attention and money, anything that is in high demand and in short supply increases in value. It shouldn’t surprise you that attention in general is in very short supply, and as such, attention is treated  like currency by decision-makers. For many sales prospect’s, their attention has become so valuable that they actually need a guard (gatekeeper) outside their office door in order to protect their attention from being stolen by others, and that of course includes cold calling salespeople.

Gatekeepers Are ‘Human Attention Filters’
Because of the enormous value of their bosses attention, gatekeepers are constantly on guard against any threat to the theft of their superior’s attention. That’s why you are constantly asked about the purpose, or to explain the nature of your call. Upon hearing something that sounds like a sales call the gatekeeper defaults to asking you to send information, or tells you that the boss is in a meeting. (Yeah right…)
Gatekeepers know how to play the game. If you want proof of this, have a listen to any of the recorded interviews I’ve conducted with real live gatekeepers on the telephone. www.secretarytalk.com
On these recordings I candidly ask gatekeepers to reveal their tricks of the trade. I ask how they know it’s a sales call? What are the tell tale signs that a salesperson is cold calling? And finally, what do you say to salespeople to screen their calls? The information they share may, or may not surprise you. One thing is for certain in the Attention Economy, veteran gatekeepers know a sales call right away when they hear one.

What to do about Gatekeepers?
There’s no simple answer to the question about how to handle the gatekeeper screen. Some experts say that you should befriend the gatekeeper, and make her your ally. In principal I agree. On the other hand I think with so many ways to avoid the gatekeeper altogether I suggest doing whatever it takes to make direct contact with your prospect. Either call them very early, or stick around the office and try prospects between 5:30-6:00 PM, or even later. Some of the best sales appointments I’ve ever set have been with chief executives that answer their own phone around 6:00 PM.
I will also go as far as to suggest that if you call your prospect and the gatekeeper won’t put your call through, that you should simply say “thank you”, and say that you will call again later. There’s no need for you to suffer through 20-questions, and still wind up having to leave a message that will never be returned. In some cases you might want to consider saying that you have the wrong number and apologize. With gatekeepers in The Attention Economy, why subject yourself to a zero sum game with very little chance of a positive outcome?

That’s my take on things with gatekeepers. What are your thoughts? I’d like to know…

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Cold Calling is NOT Forever (Thank God!)

January 13, 2014

Sun_peeking_through_the_cloudsIf you are a salesperson that makes cold calls I need not tell you that it is the hardest part of the profession. Calling complete strangers and trying to make sense and command attention is no easy task. It is also an activity wrought with failure. However, if you can find a way to ‘stomach’ the effort your chances of succeeding in business are much better than someone that never, or hardly ever cold calls. If you really want to succeed bad enough, you’ll find a way to put up with the mundane dialing that telephone everyday. The pain of failure is far worse than the pain associated with trying to succeed.
Here’s some good news – cold calling is not forever! While cold calling is generally a required task for new salespeople starting in their careers, over time ‘rookie’ salespeople should find themselves not having to do much cold calling at all – there will come a time when there should be more emphasis placed on networking and working off referrals. It will take some time, but it will happen.
For now, think of cold calling as an investment. You are putting the time and effort into the process (paying your dues). While you are working at making calls you should be keeping track of everyone you come in contact with and store it away for future reference. Also, it makes sense to connect with as many people as you possibly can through your LinkedIn profile. Keep in mind that it’s one thing to connect on LinkedIn, and another to have a real working connection with someone. So, only connect with the people you feel can do you some real good, or have a specific relevance to your business, or career. Additionally, you should keep an open mind to returning the favor. As you reach out to people on LinkedIn about getting referrals, you should let it be known to your LinkedIn contacts that you are more than willing to reciprocate. What goes around comes around, right?
I am reminded of Zig Ziglar’s book, Secrets of Closing the Sale. In his book Zig explains that if you help enough people get what they want, and put their needs ahead of yours, that people will help you get more of what you want. Manage your networking efforts like a ‘pay it forward’ system.
If you are frustrated with cold calling I feel for you. Dialing the phone can wear you down, and burn you out. To avoid burnout try to think of prospecting more objectively. Think of cold calling as an investment you are making now for the freedom of not having to cold call later on in your career. It is an investment well worth making on all levels. Just do it!

Most importantly, don’t let the ‘turkeys‘ get you down. There is a brighter side to cold calling that can actually make the experience bearable. Want proof? Listen to any of my recorded gold calls on http://www.thegoldcall.com Who says you can’t have any fun on a cold call? Not me…

A Sales Call in Dallas…

November 22, 2013

DallasEveryone alive on November 22, 1963 remembers when they heard the news that President Kennedy had been assassinated in Dallas. I was a young ‘tike’, just shy of my 5th birthday. My parents were backing the car out of our long driveway with me in the back seat sitting behind my dad when we were met by a neighbor from across the street. My father rolled down the window and I heard the words, “The president has been shot”!
The assassination of President Kennedy has captured my attention and curiosity ever since. When the Warren Commission report was released, I borrowed a copy from the local library and read the entire book cover to cover. I was only 7! I’m sure that I was not alone. The assassination of President Kennedy has captivated the attention of our nation ever since, and will probably continue indefinitely. That horrible day in Dallas will was a day that will live in infamy.
A few years back, I attended a sales kickoff meeting in Dallas for a client of mine. When I received my plane ticket I was excited to say the least, but the thing that excited me the most was that it would be my first trip to Dallas, and I might have  chance to visit Dealey Plaza.
The sales kickoff conference I attended just outside Dallas took up most of the day. The sun was setting, and I was starting to feel that I would miss my chance to visit Dealey Plaza.
While chatting with people after the conference had ended, I struck up a conversation with one of the other people at the conference, and we began talking about the assassination of President Kennedy. I mentioned that I really wanted to see Dealey Plaza, but it looked like I was going to miss my opportunity because I was leaving for New York the following day, and it was getting dark outside. That’s when my new friend offered to take me right away.
We hurried out of the hotel parking lot and onto the freeway that lead to the city of Dallas. As we drove, I couldn’t help but think of the similar ride that President Kennedy took that fateful day. Our car maneuvered it’s way around the downtown streets of the city of Dallas, and off in the distance I could see the old Texas School Book Depository. I was about to experience history firsthand.
We parked the car, and I got out and walked around the front of the Book Depository building and looked up at the window where Lee Harvey Oswald fired the fatal shots at the President on November 22nd. I had an eerie feeling. Even more eerie was the fact that there was practically no one on the street, or anyone in Dealey Plaza. It was late evening, the street lights were starting to come on, and the only sounds I heard were those of the cars passing through Dealey Plaza as if nothing special was going on. To me, something special was going on indeed. This was a place of incredible history that will forever etched in the minds of Americans everywhere. Dealey Plaza remains practically unchanged since November 22nd, 1963.
I walked further down the street to the grassy knoll to the right side of where the presidential motorcade passed by, and I examined every inch of that place. I went up to the wooden picket fence where conspiracy theorists claim there was a second gunman. I saw the parking lot behind the fence and then looked out to the street where the president’s limousine drove by. I looked at the line of fire, and saw that it was entirely possible that a second gunman could have shot the president from that vantage point, and could have simply drove away after the fact. Hmmmm. Could there have been a second gunman? We’ll never know for sure, but I doubt it.
After wandering around Dealey Plaza for awhile I could sense that my new friend was anxious to leave, so I handed over my camera and asked to have my picture taken in front of the grassy knoll, and then again in front of the big X that marks the exact spot where President Kennedy suffered his fatal head wound that day. I waited until the passing cars drove by, and out in the street I went to the spot. Posing for my photo felt weird. No… it was creepy!
I’m not sure when a sales call will take me back to Dallas, but I can assure you that I will NOT leave Dallas until I visit Dealey Plaza, and have another chance to take it all in.

No plans to visit Dallas anytime soon? No problem! Check this out – The view of Dealey Plaza from the 6th floor window of the Texas School Book Depository building. The exact same view Lee Harvey Oswald had on that fateful day: http://www.earthcam.com/usa/texas/dallas/dealeyplaza/

A Sales Call With Christopher Walken…

November 8, 2013

WalkenMany years ago I started my sales career in the beer business. I worked for the Christian Schmidt Brewing Company out of Philadelphia, and our flagship product was Schmidt’s Beer. It was a great job, and I recall joking about how I probably drank more beer than I ever sold. I sold beer to restaurants, delicatessens, bodegas, and the dozens of bars located in Astoria, Queens NY. One of my customers was Glenn Walken, the brother of actor, Christopher Walken. Christopher Walken won an Oscar for best supporting actor in the film, The Deer Hunter.

The company I worked for back in the early 1980’s was a wholesale beer distributorship, owned by the Schmidt’s Brewery. Not only did we sell Schmidt’s beer, but we sold dozens of other brands of beer like Schaefer, Rheingold, Piels, Pabst Blue Ribbon, and Ballentine Ale. Unfortunately for me, we did not sell Budweiser, Miller, or Heineken. The company I worked for sold ‘off-brand’, or small market beers. In other words I sold cheap beer.

If you can go back to the early 1980’s when the sale of bottled water was in its infancy, Perrier was the ‘Heineken’ of bottled mineral water. Unfortunately for me, my company didn’t sell Perrier. Instead, we became a distributor for a competitor to Perrier called Ramlosa. Ramlosa was a mineral water imported from Sweden, and they hired tennis star Bjorn Borg to be their company spokesperson to promote the product in advertisements.

Every Wednesday we held our district sales meeting, and 35 or so beer salespeople like myself would come to the main office for the weekly sales meeting to meet with our managers, and learn about new products. This particular Wednesday I came to the office and there was Ramlosa mineral water everywhere. No Bjorn Borg, but plenty of Ramlosa water to drink. As our meeting was called to order, the vice present of sales stood at the front of the large room and shouted at the top of his lungs, “If you don’t ask – you don’t get, so start asking customers to buy Ramlosa”!
We had our marching orders…

Selling beer required me to park my car and walk the avenues and streets of Astoria to take beer orders from customers, and call on other places that did not buy their beer from me. I was always keeping an eye out for new businesses because they were an easier sell if I could get to the decision-maker before my competition did.

One particular day I happened to walk down the street and saw the ‘Grand Opening’ sign for the Walken’s Cafe. A big sign saying ‘Grand Opening’ is a very good prospect for me so I went inside. As I stepped inside I saw a man standing in the rear of the cafe with his back to me. The cafe was closed, and there were no customers today. Just this guy with his back to me. I must have walked in quietly because he didn’t even notice that I had walked in. I waited a few minutes, and then politely cleared my throat  with a polite – “ahem”. Then the person turned around and looked at me with a crazy looking stare that went right through me.

At first glance I thought he looked familiar, but I didn’t say anything. I just stuck out my hand and introduced myself, and explained why I stopped in. About a minute or so into my sales pitch about beer, the man stopped me in mid-sentence and said, “Don’t you know who I am”? I told him that I didn’t, but did say that he looked familiar. Then he continued with, “Have you ever seen a movie called The Deer Hunter”? That’s when it hit me. I said, “Hey – You’re Christopher Walken”! “What are you doing here”? Christopher Walken told me that he came to visit his brother Glenn, and it was he that owned the cafe. I found out later that the entire Walken family is originally from Astoria, and Christopher Walken likes to visit the old neighborhood every now and then.
Search Google: “Walken’s Bakery Astoria”.

Mr. Walken and I finished with some small talk, and then we started talking about beer. That’s when someone came in through the rear door of the Cafe. As he got closer I thought I was seeing double! There I was looking at two identical Christopher Walkens! No I didn’t have double vision, the newcomer was Christopher Walken’s brother Glenn. They looked like twins!
Christopher then turned to Glenn and told him that I had stopped by to sell them beer. “That’s all well and good”, said Glenn, “but we don’t have our liquor license yet”. Remembering what I heard in the sales meeting yesterday about “asking for the order”, I quickly explained that they didn’t need a liquor license to serve mineral water, and with that I pulled out the sample bottle of Ramlosa I had in my overcoat  pocket, and put it on the table. After a bit more back and forth I walked out of Walken’s Cafe that day with a 100 case order of Ramlosa.

I think back about my encounter with the Walken brothers whenever I think about prospecting for new business. Today, I think about cold calling as more of an adventure than anything else. I’m always looking for my next ‘Walken encounter’. How about you? Are you dreading the very idea of picking up the phone and making a cold call, or are you looking for your next adventure like me?

‘Baloney Prospects’

September 24, 2013

baloney-meterIn sales you will undoubtedly run into your fair share of prospects that are ‘full of baloney‘. Your prospect seemed so interested in your product at first, but something happened. Following lengthy sales calls and product demonstrations, your prospect fades into the abyss and disappears. Your emails aren’t answered. Your phone calls aren’t returned. When you do finally catch up with your prospect on the phone they seem distant, and can’t give you a decision. Turns out your prospect was full of ‘baloney’ all along.
The telltale signs of ‘baloney prospects‘ should be obvious, but because you want the sale badly you frequently overlook the obvious.
From the very first contact you have with any prospect there should be three distinct things on your checklist of qualifiers: 1) Does your prospect have a problem they are committed to solving? 2) Does your prospect have the ability to make a decision. 3) And most importantly, does your prospect have the money to pay for the product, or have a reasonable means to getting the money to pay for your product?
Often times, given your NEED for the sale, you forget to ask on purpose the critical questions that really determine whether you have a valid prospect, or one that is just ‘full of baloney’.
Doesn’t it bother you to go through all the effort with product demos, sending literature, following up, sending proposals, and providing references to ultimately find out after the fact that your prospect is ‘full of baloney’? If it doesn’t it ought to…
To avoid being frustrated by ‘baloney prospects’, you’ve got to have your wits about you when you make the cold call. STOP selling and START asking! If you don’t ask you don’t get.
The second thing you need to think about with ‘baloney prospects‘ is the need for personal objectivity. You need to come to terms with the fact that some sales are just not meant to be, and it’s far better to find that out sooner rather than later. If you can’t take a “NO” you’ll never get to “YES”.
So, instead of taking your prospect’s interest at face value and thinking it’s for real, try looking for the things that might be missing from the discourse you had on the phone with your prospects. For example, is your prospect willing to see a demo, but can’t give you an answer as to what it would take to do business? Is your prospect fixated on how much your product costs? Does your prospect ask for client references, or sales literature before they’ll agree to meet with you? These are all RED FLAGS that need to be dealt with up front. Skipping over the finer details is only going to cost you needless frustration later on.
Baloney prospects‘ are difficult to deal with because they camouflage themselves well. They know the buyer-seller ‘system’, and know that an overly eager salesperson will not ask the key questions that qualify their ability to purchase anything. ‘Baloney prospects‘ are hoping that you never ask them a direct question about the problem, or their ability to pay. That way they get to stay in control of the sales call, and lead you around by the nose until they tire of the game, and move on to something else. Game over!

How To Get Around The Request For Sales Literature…

September 6, 2013

BrochuresOne of the most popular questions I get asked by students of the Gold Call are the questions about how to get around, or avoid the request to send sales brochures, or literature.  The root problem with the request for sales literature is how the request happened in the first place. Under the weight of hearing too much product information, prospects take the easy way out and ask for literature by default. If you are “pitching” too many features and benefits in your opening dialogue with prospects chances are darn good you are going to be asked to send sales literature.
Step 1: To avoid the request for sales literature you’ve got to focus your dialogue on the problem you solve. (Example: I solve the following problem, for the following people, and for the following reason)

Step 2: Make sure you’re talking to someone that owns the problem!

Step 3: Determine the prospect’s commitment to solving the problem.

Step 4: Find out if your prospect is willing to have a quick conversation based on the premise that you may be able to solve a problem.

When you are the one asking questions about the existence of a problem, the ownership of the problem, and the commitment to solving the problem, you invariably control the course and direction of the conversation. Asking questions puts you in control!

Summary: STOP telling and start asking! When you ask direct questions you will nullify the default reactions of prospects to request sales literature. And we all know what that really means…

Thank You U.S. Soldier!

July 25, 2013

Remember the FallenI guess it’s human nature to be focused upon one’s self. We carry on each day with our normal daily lives, getting up, having a cup of coffee, driving, taking the train, or bus to work, and go through our regular daily routines, and return home safely each evening to enjoy family, have dinner, and watch TV. We have it so easy as Americans, and we tend to take it for granted. That’s human nature…

As citizens of this great land, and for those of us who earn our living in a free enterprise society, we have someone to thank each and very day for the liberties and freedoms we enjoy, and so often take for granted. That person is a U.S. soldier.

If not for our military personnel we’d all be speaking German, Russian, or Japanese, or some other language, and be forced into working government controlled jobs that limit wages, and prevent us from following a career path of our own choosing. Every time you pick up that phone to make a cold call, or take public transportation to attend a sales meeting, I’d like you to pause and have a thought of gratitude for the men and women in our armed forces who have sacrificed their lives so that we can come and go as we please, and enjoy our lives in a free society.

Since 2001, 2,114 U.S. soldiers have paid for our freedom with their lives in Afghanistan. This month our nation lost three more proud U.S. soldiers in Afghanistan, and I’d like to take a moment to honor their memory.

The latest identifications reported by the military:

_Spc. Anthony R. Maddox, 22, of Port Arthur, Texas, died July 22, in Landstuhl, Germany, of a noncombat-related incident that occurred in Andar, Afghanistan; assigned to the 10th Brigade Support Battalion, 1st Brigade Combat Team, 10th Mountain Division, Fort Drum, N.Y.

_Staff Sgt. Sonny C. Zimmerman, 25, of Waynesfield, Ohio, died July 16, in Mushaka, Afghanistan, of wounds suffered when his vehicle was attacked by a rocket propelled grenade; assigned to the 1st Battalion, 506th Infantry Regiment, 4th Brigade Combat Team, Fort Campbell, Ky.

_ Lance Cpl. Benjamin W. Tuttle, 19, of Gentry, Ark., died July 14 at the Landstuhl Regional Medical Center following a medical evacuation from the aircraft carrier the USS Nimitz (CVN 68) during a scheduled port visit in the 5th Fleet Area of Responsibility; assigned to Marine Fighter Attack Squadron 323, Marine Aircraft Group 11, 3rd Marine Aircraft Wing, I Marine Expeditionary Force, Marine Corps Air Station Miramar, Calif.

Our sympathies are with the families and loved ones of those who gallantly served our nation and laid down their lives in defense of our own. Thank you U.S. soldier and God Bless America!

The Horror With Product Demos

May 20, 2013

ozzy-osbourne-200pg052110I will never forget the time about 23 years ago when I showed up for a sales meeting, and was planning to give a demonstration of the software I was selling to the CIO of Daiwa Securities of America in the World Financial Center, downtown New York City. It took me weeks to finally set up the meeting, and on the day of the meeting everything seemed so perfect. The sun was out. It was warm. I had rehearsed the demo with my SE to the point that I had it memorized word for word. What could possibly go wrong? Plenty, I found out!
Way back around the time of dinosaurs, PCs used floppy disks to transport data. Software demos were loaded onto floppy disks, and once we were on sight at a customers office, all we had to do was pop in the floppy disk, and the demo program would start. Seems easy doesn’t it?
Well it was easy until I found that the prospect’s PCs all had old 5 1/4″ floppy drives in their PCs, and not the newer 3.5″ floppy drives. Fortunately someone had both the 5 1/4″ and 3.5″ floppy drives on their new PC, so we went over to that PC, and popped in the media to begin the demo.
But nooooooo – The program was incompatible, and we had we could do to get the program to run on the PC at all. To add insult to injury, whenever I pressed the button to print out the image, the document came back from the printer in the size of a postage stamp. The font was so small you needed an electron microscope to read it. End of show…

The Bigger Problem: Technology companies place a great deal of reliance on demos to showcase their products and services. While a demo is a great way to show off your product, often it is not being properly utilized to close business. Salespeople arrive, anxious to show how their product will improve the prospect’s situation. They demo every feature and discuss every benefit. Typically when the demo is finished, the prospect expresses their interest and says they need some time to think it over and invite the salesperson to follow up in a week or two. Whatever the final result, too little business seems to be closed as a result of the demo.

Analysis: It’s yet another case of the buyer using his system successfully. They get the salesperson to cough up his information (the product demo) early in the sales cycle, carefully avoid making a commitment when the demo is concluded, and force the salesperson to invest considerable time following up. Unfortunately, companies believe that if the prospect would just take the time to see how the product works, they’d recognize the benefits and buy. Too bad that doesn’t happen as often as it should. The real problem lies not with the demo itself, but with the way the salesperson deals with the opportunity.

Solution: Any prospect that asks for, or agrees to a demo is not necessarily a qualified prospect. Take the time to find out not only what the issues are, but also their budget and decision making process. And when you do agree to do a demo, make sure you’ve asked these three questions beforehand:

•    “What issues do you want the demo to address?”
•    “How will you determine if they were addressed successfully?”
•    “Assuming we are able to address your issues successfully, what would happen at the end of the demo?”

By getting answers to these questions you’ll be able to accomplish several very important things. First, you can focus the demo on the prospect’s ‘pain’, and avoid showing other features that may not be relevant. Second, you’ll get an understanding of how your demo will be measured and you’ll have the right to ask whether or not you were successful. Finally, you’ll know what the next step should be after the demo and avoid the ubiquitous “I need to think it over.” In fact, you may even get an order…

You’ve Been Robbed! Time Bandits Strike Again!

April 25, 2013

Time BanditYour time is being stolen each and every day, and you don’t even know it until you call it quits at the end of the day. Where does the time go? Chances are good that some time bandit stole it…
What’s a time bandit? Any distraction that gets in the way of your goals, and takes up your time without providing any benefit.
On any given day we all get pulled in different directions by something, or someone. Some days it feels like you’ve been pulled apart in four directions. There’s the sales meetings, the written proposals, cold calls, travel, and of course the occasional visit from a co-worker who happens to drop by to bend your ear.
The problem with time bandits is that they are quite difficult to defend against unless you build a Great Wall of China around your desk, and have a Beware of Dog sign posted conspicuously on your door. Fact is, the only defense you have against the time bandit is to make sure that your time is secured, and hidden away from the time bandits so they can’t steal it in the first place. For example, having a check list of action items, and the discipline it takes to complete them within a specific amount of time will help you safeguard your time from the time bandit. You also have to list your action items in order of priority. Some action items are more valuable than others. This requires you to safeguard your valuable time before you begin your day. A daily action item list serves this purpose.

May I suggest that you start thinking about your time as if it were money. Like money, you spend time. If you look at every moment of your day as costing you something, then you are more likely to safe guard against having your time stolen as you would with money. After all, you don’t carelessly leave an open purse in a conference room, and you don’t throw your wallet to the floor for all to see. Try camouflaging your time, and taking great care to have a daily plan, and a set of rules as to how you will spend your time. Remember, it’s up to you as to how you spend your time, so spend it wisely, and understand that lurking somewhere in the shadows is a thief with nothing better to do than steal your valuable time.
On a final note, I think sales prospects have caught on to the threat of the time bandit. They are quite aware of the threats coming from time bandits (some salespeople). That’s probably the reason why many prospects are not bothering to answer their phones anymore. To them, voice mail jail is the best place to confine any perceived threat to stealing their time. Your thoughts?

Get to the Point!

April 2, 2013

pencil pointSalespeople struggle in their dealings with prospects because they ‘beat around the bush’ with the point they are trying to make. Getting to the point is elusive for so many, and it causes needless frustration for salespeople. While getting to the point may make you worry, or even scare you death, cutting to the chase can do wonders for building your confidence, and helping you to close more sales. If you are hesitating with prospects, it’s costing you money, and that should make you worry.
Case in point… Whenever the question of cost comes up in conversation, salespeople tend to ‘run for the hills’ in search of something else to say. Instead, they will divert the conversation over to value, features, and benefits, hoping that the question will go away, and price won’t matter. Why?
When you ‘beat around the bush’ you sound just like a salesman, and a cheap salesman at that. To become a competent negotiator it makes perfect sense to get to the point, and for better, or worse, stand ready to address the response coming back from the prospect. If you are afraid of what the prospect will say, then you need to ask yourself why. Only by facing your fears head on will you be able to conquer them, and move on towards victory.
You will find that getting to the point will give you a brand new refreshing outlook on things. Getting to the point quickly should come as some relief. The truth shall set you free! When you can face the facts, and get to the point without any fear of retribution, you will find yourself to become a clearer thinking individual with a firm grasp of the reality with any sales situation you may be involved with. Take the high road. Be forthright in your dealings with prospects. Get to the point – That’s the making of a winner.