How to Initiate a Value-Added Conversation

Start by doing your research

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!

Watch my video.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).