Biggest and “Most Common” Sales Appointment Mistake Ever! written by Pop Icon Mr. Cold Call™
I’ve seen it happen time after time again. The salesperson enters their prospect’s office, greets their prospect with a smile, shakes their hand, sits down and then leans over their prospect’s desk to strategically place a sales package in front of their viewing space. Then guess what happens next? The prospect immediately opens up the package in the same knee jerk reaction as compared to your knee thrusting forward when a doctor tests your reflex skills.
Let’s discuss this common sales practice and further explain why showing your “ace of spades” (that being your sales package) too quickly is not the most effective sales technique. The truth is that such a sales technique promotes your agenda and does nothing to promote the idea of consultative selling. When you immediately hand over your package then your actions become a “distraction” and the laws of communication become static.
These actions send a strong signal to your prospect that your office visit is more about “you” then about “them.” These actions are the wrong way to start an engaging conversation. So rather than immediately placing your sales package on your prospect’s desk try holding on to it and engage your prospect with questions.
As you engage your prospect with dialogue then you can strategically open your package and select relevant information that can benefit your prospect. I know this concept may be difficult to do, however you need to breakthrough this habit. Once you do hold back you will quickly find how much more effective this technique is in really engaging your prospect with questions so that you can uncover needs and sell solutions.
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Mr. Cold Call™ is a worldwide sensation and
to have made over 80,000 cold calls to date. He has been quoted
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Magazine. He has written over 75 articles on cold calling,
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