Dale Carnegie once said, “You can make more friends in 2 months by becoming interested in other people, than you can get in 2 years by trying to get other people interested in you.” Jeffrey Gitomer says it another way, “If the customer says they’re not interested, it means you’re not interesting!”
How many of you have recorded and reviewed your prospecting and discovery calls? I would bet that it’s fairly slim out there. How can some salespeople generate new opportunities every week via prospecting while others generate none? I will submit to you that your results are directly correlated to the extent you are ENGAGING the prospect!
This week, think about how you can grab the prospects attention in 20 seconds or less (these days it’s more like a bull ride - 8 seconds!!). It’s the approach (what is the compelling bridge? A client, partner, product direction), the credibility (have you done your homework? do you know the industry vernacular? ) and the objective (why are you calling? what do they want or need based on your experience/expertise?).
Do you Grok it?
ShareThis