Here’s the thing: selling something is far more important to you than it is to your prospect or your client. Think about this for a moment because it is rather profound and it often dictates your approach to a buyer.
Your job is to sell product, to make a commission, to achieve your objectives, to keep your boss happy. And so with single minded focus off you go into the world of tele-sales. I get that.
The trouble is, your client or prospect doesn’t get that. They don’t give a flyin’ fig.
They could care less about you. They don’t care about your quota. They couldn’t give two hoots if you are lagging behind in sales or leading the pack. They don’t give a damn if your boss is on your back. They simply don’t CARE.
They care about one thing and one thing only.
They care about their needs, wants, desires, goals aspirations, opportunities, problems, concerns, issues and worries. Can you blame them?
And therein lies the inevitable clash.
When you call a prospect and put your interests, needs and desires at the forefront there an immediate disconnect. At a conscious or subconscious level, the prospect puts up a shield of indifference or annoyance because it is abundantly clear that the call is not about him or her, but about you. They see it. As clear as glass.
So here’s the point: make your call about them. Shape your call around them.
Before you pick up the phone, make absolutely certain that your opening statement focuses on the benefits a client can possibly achieve, not about your latest software upgrade or your hot mutual fund or special offer on wiper blades. When you engage your client, question them about their situation, their problems, their opportunities. DON”T tell, explain, pontificate, brag, lecture or preach about your products, your services, your unique selling proposition or your special offer.
This is SO simple yet it is ignored daily by tele-sales reps (and field reps) across the continent.
THINK before you dial. PLAN before you dial.
The make your call and make it about them.
Because that’s what’s important.