Saturday, December 11, 2010

Talk First

In baseball, the pitcher, addresses the ball, before he pitches.

Do the same.

Daily Sales Tip: Start With a Conversation, Not a Sales Pitch

When you call someone, never start out with a mini-presentation about yourself, your company and what you have to offer.

Instead, start with a conversational phrase that focuses on a specific problem that your product or service solves. For example, you might say, "I'm just calling to see if you are open to some different ideas related to preventing downtime across your computer network?"

Notice that you are not pitching your solution with this opening phrase. Instead, you're addressing a problem that, based on your experience in your field, you believe they might be having. If you don't know what problems your product or service solves, do a little research by asking your current customers why they purchased your solution.

Source: Sales consultant/speaker Ari Galper

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