I never “prepare” for a sales call. In fact, I have never studied for an exam either….you know why?  Because, how can you prepare for something that hasn’t happened? We are not robots folks; we are thinking, flexible, intelligent problem solvers. My Dad used to tell me “Know your business and it’s easy”. Boy, was he right.
When I walk into a meeting I ask questions, build rapport quickly, get the prospect talking and then I listen and watch carefully for intelligence and clues like a master detective. Because I “know my business”, I don’t need a script. The prospect tells me what they care about and that’s what we talk about!
Same with demos. How many of us have a standard demo that bores the tears out of the prospect but, damn it, we have to follow it even if the buyer asks a question and takes you down a different path. Sound familiar.
Know your business, throw away the script, watch, listen, and then figure out what path you are going to take to match your solution to the prospect’s business. Lock, load, repeat….
Brick
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