Unfortunately, the pressure on salespeople to get in front of prospects can be overwhelming. As a result, most salespeople will do or say almost anything to win an appointment, even beg.
Lines such as, “I am going to be in your area on Wednesday morning and I just want to drop off some information” or “Is Tuesday morning or Thursday afternoon better for you” have become all too common.
What is the result? Salespeople continually arrive at their destination and find the prospect is not in, or refuses to see them. Even when the prospect graces us with their presence they are often short and disinterested. Are we there for the wrong reason?
Successful salespeople have learned how to help the prospect discover they need to see them. Unless your prospect really needs your product or service, unless they have a real problem, should you even spend the time?
Think about this before you make your next sales call, or ask for help from Sales Concepts at 440-575-7000.
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