I learned one of the most valuable lessons from an interview I did with Steve Kloyda of TheProspectingExpert.com on an episode of Reach The Summit about how to handle yourself when making a sales call.
No one likes to call it a sales call. Not if you don’t believe you’re in sales. But that’s what it is. You’re in talks with someone to buy what you’re selling so you’re making a sales call. The goal is to get them to say yes.
Well what if I told you there are three words EVERYONE says that is making the whole conversation take a turn for the worst? Oh yes. You need to watch this video to see what I mean.
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When you make a call, you’re often trying to butter someone up. Especially if you’re trying to get a result out of it. So it’s not weird for you to inquire about the state of the person on the other line.
“How are you?”
Not good. NOOOOOOOT good. People will tell you! And that’s precisely the problem.
Rather than offer the conversation an opportunity to veer from what you want to discuss, start with some other key words to stay on track. “Is this a good time to talk?” or “Do you have a few minutes so we can discuss those ideas?” This gets your straight to the point and (hopefully) won’t allow your subject to take you into a space that will almost certainly keep you from reaching your goal. Well, not if you’re human anyway.
What have you noticed about making these kinds of calls? Any other advice that you think would help keep the conversation on track? Share in the comments!