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If you are the kind of person which prefers spontaneity and intuition I have a good scheme for you
• Always control the conversation by the professional use of well thought out questions, some of which will be based on information gleaned in the reconnaissance stage
• Avoid being the one that is doing the “talking”
• Always move in the direction of “when” the meeting will be held rather than “if” it will be held
• When asking for the prospect to agree to a meeting, always offer them the choice of two alternative times, rather than suggesting only one which gives them more chance of saying “no”
• Never simply say “I would like to come out and see you when would be a good time?”
• Something more like “I have a need to be near your office on Thursday around lunch time would it be more convenient to get a few minutes with you just before or just after that, could I suggest 11.30 or would 1.15 be more convenient?”
• Remember people “buy” benefits. Have some of your relevant benefits at the ready if you need them.
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Published by Adrian
on Friday, April 07, 2006 at 8:34 PM.
- Make yourself accepted
- Make the listener be interested
- Ask good questions
- Summarize and verify
- Prepare to close
- Sell the RESULTS and CLOSE
• Always control the conversation by the professional use of well thought out questions, some of which will be based on information gleaned in the reconnaissance stage
• Avoid being the one that is doing the “talking”
• Always move in the direction of “when” the meeting will be held rather than “if” it will be held
• When asking for the prospect to agree to a meeting, always offer them the choice of two alternative times, rather than suggesting only one which gives them more chance of saying “no”
• Never simply say “I would like to come out and see you when would be a good time?”
• Something more like “I have a need to be near your office on Thursday around lunch time would it be more convenient to get a few minutes with you just before or just after that, could I suggest 11.30 or would 1.15 be more convenient?”
• Remember people “buy” benefits. Have some of your relevant benefits at the ready if you need them.
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