How do you initiate a value-added conversation with a prospect? …Do your research.
Go to your favorite search engine, then type in the prospect’s vertical market category followed by the phrase “Trends 2018-2023.” What pops up will be an article or a report.
Now, share it with your prospect by email or in person. This is an effective way to get your prospect’s attention and initiate a meaningful sales conversation. Plus you demonstrate you’re interested in their business. And you’re separating yourself from salespeople who have nothing to talk about but the weather, their weekend, or diving into their sales spiel.
Get on the roadmap to sales success by bringing value to your prospects!
Paul Cherry is a coach, speaker, consultant, and best-selling author. He specializes in sales effectiveness development, with an emphasis on asking smart, intuitive questions that help “galvanize” successful customer relationships. For the past two decades,he has worked with more than 1,200 organizations and businesses in a wide array of industries. Paul has been featured in over 250 online pubs and print magazines, including Kiplinger’s Personal Finance,Selling Power,Investor’s Business Daily, and Inc. magazine. His published books include Questions That Sell,Questions That Get Results, and The Ultimate Sales Pro.
Paul is founder and president of Performance Based Results, which delivers B2B sales training and performance coaching to teams and managers in corporations across the USA and Canada, including 175 of the Fortune 500, and 1,000-plus entrepreneurial, cutting-edge companies looking to dominate their niche markets.