When meeting with a prospect for the first time, Don’t bring the usual stuff to the meeting:
No PowerPoint presentation
No sales literature
No charts or graphs
Your Number One Job
Focus on your prospect. A key factor in determining the success of a sales call is to answer one important question:
Who did most of the talking?
If the prospect did most of the talking, that’s good.
If the salesperson (you) did most of the talking, NOT good. Too much talking puts the prospect to sleep or annoys them.
Let the customer talk
Always let customers and prospects do the bulk of the talking. They feel in control. But in reality, you’re in control — as you guide them with your questions to a meaningful solution. A win-win outcome!
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.