Do I Trust and Believe You?

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In his mega-bestseller Sales EQ, Jeb Blount discussed the Five Most Important Questions in Sales. Let’s look at this dialogue in the context of how people subconsciously ask and answer these questions when you interact with them.

Do I Like You?
Most prospectors that call can’t rush off the phone fast enough or don’t take the time to acknowledge the gatekeeper’s role and responsibility. Acknowledging them as important increases the chances of them liking you. Also, be likable. Be positive. Be empathetic to the fact that they have to pretend to be an asshole all day to people who randomly call.

Do You Listen to Me?
People like to be heard, and by acknowledging them honduras telegram data and the importance of their role, they’ll feel heard. Make sure you (truly) listen and engage them with questions based on their information. We often confuse listening for waiting for our turn to talk, so it’s paramount to make them feel heard.

Do You Make Me Feel Important?
Acknowledging the importance of their role is critical. Make them feel important. Have sincerity. You can’t be fake. If you think about it, some of these people that are the EAs or GKs for important CEOs are really the ones in charge. Keep that in mind.

Do You Understand Me and My Problems?
Empathy is important and acknowledging that they’re busy and need to schedule appointments is a means of understanding them and their problems. Asking them for time to share problems from their point of view shows that you’re trying to sincerely understand them along with the people and the organization that they support.

Can they trust that you’re sincerely wanting their time to meet and that it’s not just a tactic you’re using to “get to the boss”? Can they believe that you’re really trying to gauge whether or not they’re a good fit for you? Delivery of your message matters as much as the message itself, and some of these GKs can be shrewd; they can smell fear, weakness, and insincerity like a shark smells blood in the water.