Recently I went to a performance at The Second City in Chicago and watched a skit about a guy, who was already a little nervous, going on his first date. It began fairly well (he had questions written down on cue cards) until his responses started to have nothing to do with what she said. Instead of just listening he continued to search through his cards looking for the right response. As you might imagine it was great comedy, but the date didn't go to well.
Do you do this on sales calls? Do you find yourself locked into a strategy no matter what the prospect says. Are you thinking ahead to what YOU want to talk about next and not listening? Are you preparing questions based upon what you think you know? If you want your sales calls to go better then consider this:
1. It makes sense to plan for a sales call.
2. Sometimes the plan goes out the window, listen and be ready to adjust.
3. There are no cue cards for sales calls. Follow the prospects lead.
Make sure and do a de-brief after every call. Write down what you have learned and practice, practice, practice.
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