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Obstacle 5: Establishing Your Credibility
Many salespeople spend initial meetings talking all about themselves and their products. This is a mistake. Your goal should be for the prospect to do 70 percent of the talking. Why? For two reasons:
- You want to hear about his or her problems, ideas and goals.
- You want to qualify any genuine opportunities with this prospect.
You cannot do either of those things if you are trying to sell during the first meeting. What should you do instead? Start the meeting with a value opening statement—a 30- to 60-second description of who you are as a company and what you do. The value opening statement should detail the benefits of your company to the prospect, the impact you'll have on their organization, and an immediate follow-up question to gauge expectations and interest.
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