If you sell on the phone, please don’t do to prospects what a sales rep recently did to me. I had called to inquire about their roofing service and was immediately hosed with a flood of information about the company, its history, their various services, the different types of roof I might get, their reliability, etc. When I thanked her and replied I would need to review what she said and look at their website, she ended by inviting me to call her back with any questions. (Not likely.)
“Slow Down. You Move Too Fast.” Simon & Garfunkel
Long on enthusiasm, but short on sales skill, this rep needed to
- First, ask me some basic questions about my need
- Second, find out where I was in my decision-making process
- Third, educate me as to what criteria I should use to make my decision
- Fourth, lead me to an appreciation of why I should choose her company
- Fifth, move with me to an appropriate next step
She did none of the above and lost me. While fire hoses are good for putting out fires, information hosing is bad for sales.
“You Can’t Hurry Love”
Switching from Simon & Garfunkel to the Supremes, just as you can’t hurry love, you can’t rush a sales process and expect a buyer to “love” you. Ask yourself,
- Do you understand how people buy?
- Do you know how to manage a sales conversation to match that process?
- How much more business would you be getting if you can answer yes to both questions?
Anne Miller
Make What You Say Pay!
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