Too often salespeople struggle to plan their calls.
Here’s a suggestion the next time you want to reconnect with a customer. Say the following…
“I was thinking of you.”
Why? Because you are sure to get a reaction from the customer:
“Why is that?”
“What’s going on?”
This forces you to plan ahead and instigate pre-call procedures like:
Reading a feature article.
Speaking to an another industry expert.
Brainstorming with your team.
Your customer is guaranteed to feel special (and important) — and alerts them to the fact that you have their best interests in mind. As a result, you will be bringing real VALUE to the sales conversation.
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.