From my email archives:
Daily Sales Tip: Make Every Conversation Count
Clients and prospects should be impressed with your preparation for every sales call. When you demonstrate that you've done your homework it becomes easier to have an open and honest dialogue with you. When the economy slows down, people get nervous. They don't want to waste time meeting with sales reps unless they see some potential value.
The "smile-n-dial" mentality of simply pounding on more doors with the same pitch may produce extra appointments. But it also creates the fear that you're going to sell them something that they don't need.
Open your next client conversation with this simple phrase: "In preparing for this meeting I took some time to..." Then simply highlight the two or three critical things that you did to prepare and watch what happens to the atmosphere of the call. You will blow away the last rep that opened their meeting by announcing that they were just "checking in" to see if anything new was going on.
The goal is to stop "educating" your customers. They don't care unless they are engaged. Talking about your company, your products and your reputation will not engage customers. Talk about them, ask about them, provide ideas for them and communicate in terms of them.
Who are you talking about -- you or them?
Source: Sales trainer/consultant Tim Wackel (www.timwackel.com, 2008)
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