Getting the prospect to meet with you.

I came across a great post from a blog I read call ‘Selling to Big Companies‘. Time and time again sales people are trying to get appointments with prospects and they do this by self promotion and a feeble attempt at the wow factor. Do you have any idea or put any thought into what your prospect goes through on a daily basis? No they do not sit at a quiet desk all day eagerly waiting for your call. They are just as busy, if not busier than you are and if you do not respect their time, you have found a one way ticket via the delete button to their virtual trash basket.

I’m not one bit interested in your unique methodologies, extraordinary differentiators or one-stop shopping. Your self-serving pablum, while designed to lure me into your clutches, has the exact opposite impact.

One of the primary problems facing sales people is that they think and act like sales people. Do professional police officers think like cops? No, they think like the criminals they are after and that makes them apprehend more. Start thinking like a customer. What is important to them? What are their issues that you can address quickly? Leaving them an obscure message or an email about your product or service is no longer enough in this crowded marketplace. Talk to them about them!

When you get even more specific and tell me how much impact, now you’re really talking my language. I guarantee that if you mention you’ve helped organizations similar to mine increase sales conversion rates by 39% in just 3 months, I’ll be on the phone to you in no time flat.