You’ve been in this office 5 times…finally they give you a minute to talk to a decision maker. Where do you start? For how long?
1) Begin with a goal in mind– where do you want the conversation to go? Being nice is not always enough to get you their next referral.
2) Ask intelligent questions & listen more than you talk. Have prepared questions you can modify which move towards your objectives.
3) Don’t dwell on small talk very long. Begin to look for what is important to them then ask about it. Awards on their wall? Photos of successes & family? See what you can learn about their company and their track record, find out what makes them unique and successful.
4) Give honest praise– praise hard work, effort, dedication. Praising ego is short-sighted and often gives way to manipulation rather than being genuine.
5) Don’t overstay your initial visit.
Watch for our next post to learn about reading the customer’s body language and managing your own. Business By Design is starting another new sales training group this fall with a 30 day free trial. Register now at www.Business-by-Design.biz or email jwinkley@business-by-design.biz for more info.