Today I had two prospects tell me their truth and even though it wasn’t what I necessarily wanted to hear, it was appreciated.
Scenario #1: A salesperson emailed me about a speaking opportunity for an association. When I called the chairperson, he said “I don’t want to offend you, but I don’t believe that sales training helps salespeople. We are looking for a social media speaker.” I was able to refer him to a social media speaker. He told me “his” truth. (I personally don’t think that most sales training provides a measurable ROI either!)
Scenario #2: I called the editor of a small local newspaper and asked if she was interested in a short column on life skills. She said “to tell you the truth, we are cutting the city council’s column because we don’t have enough advertisers.” She told me “her” truth.
Do you tell salespeople “your” truth when they prospect you? Remember, what your mom used to say, “it’s not what you say, it’s how you say it.”
Salespeople: Are you open enough to allow prospects the freedom to tell you “their” truth? This can lead to productive conversation and you never know. . . a referral or a sale.
For help in any aspect of Sales Call Reluctance and Profitable Prospecting, call Connie at 602-380-5431, email her at [email protected].
Specializing in helping salespeople get their “ask” in gear!