Reduce the stress of phone prospecting - think "reasons to meet"

There is a lot salespeople want to say – and can say – on the phone, but most fail to anchor a reason to meet. Why is this important? Too many salespeople start selling too early on the phone when prospects give them a window to pitch. It’s tempting when target prospects say things like “Whatcha got?” or “What are you selling me…why should I care?” The way salespeople respond to these prompts can mean the difference between success or failure. The key is to encourage a dialogue, manage any misperceptions and segue to a meeting or definable action. So what does it mean to sell meetings?

When amazon can put a hairbrush you ordered at 8am on your doorstep at 1pm same day, the entire business world has raised its expectations. Prospects think you should know their world and be ready to share how you can help.  In this case, you need to know that value is industry and role specific. To really know what a prospect is charged with Google their job description. This will give you a sense of their purpose and deliverables. Triangulate that with what they chose to share on their LinkedIn profile. The default is why other of your clients chose to work with you and what you've learned from that. Articulating those reasons will beat any pitch.

For more on prospecting or to connect with Bill Walton personally, send Bill a message at bwalton@billwaltonsalestraining.com.