Let Your Prospect Talk!
Posted: Sun Jan 26, 2025 8:50 am
Do Not Sell Them Anything (Yet)
Prepare yourself to overcome this common blow off. You must have an effective comeback to that blow off memorized and be ready to rapid fire it off, because if you get that from a “C” level exec, then you’ve got a nano-second to recover.
I like something along the lines of: “That’s fine and I’m not trying to sell you something today. Instead, I think I have an alternative solution for your (XYZ), and just want to find the best way to show it to you – believe me, you’ll be happy you learned about it…”
Be Brief
“Briefly” is a word that gives you the best shot of giving your next couple of sentences. Try: “, thanks for taking the call, briefly, what I’m calling you about is….”
And then make it BRIEF. Get to a question quickly to either engage your prospect or give him the chance to tell you he’s still not interested or he’s not the person, etc.
The point is to engage your prospect – not talk at them.
After you’ve got your two sentences in (better make them good!), it’s time to let your “C” level executive talk.
DON’T interrupt. Hit your Mute button.
These guys and gals are used to talking and switzerland telegram data to having people listen. If you do that, you’ll gain their respect and they’ll give you a chance to speak when it’s your turn (usually).
The point of all these tips is that you have to connect with your “C” level exec and meet them on their level.
You can’t just go into your pitch at your own speed and expect them to politely listen. They won’t.
But if you follow the above techniques, you’ll at least separate yourself from all your competition who is calling them, and you’ll have the best chance of actually connecting with them and having a chance to get your value statement across.Got a Stalled Pipeline Opportunity? Here’s What To Do Next
When facing stalled pipeline opportunities, you might wonder, “Was it something I said? Did I do something wrong?” Often, it is out of your control. However, there are five keys to jumpstarting your stalled deals.
Prepare yourself to overcome this common blow off. You must have an effective comeback to that blow off memorized and be ready to rapid fire it off, because if you get that from a “C” level exec, then you’ve got a nano-second to recover.
I like something along the lines of: “That’s fine and I’m not trying to sell you something today. Instead, I think I have an alternative solution for your (XYZ), and just want to find the best way to show it to you – believe me, you’ll be happy you learned about it…”
Be Brief
“Briefly” is a word that gives you the best shot of giving your next couple of sentences. Try: “, thanks for taking the call, briefly, what I’m calling you about is….”
And then make it BRIEF. Get to a question quickly to either engage your prospect or give him the chance to tell you he’s still not interested or he’s not the person, etc.
The point is to engage your prospect – not talk at them.
After you’ve got your two sentences in (better make them good!), it’s time to let your “C” level executive talk.
DON’T interrupt. Hit your Mute button.
These guys and gals are used to talking and switzerland telegram data to having people listen. If you do that, you’ll gain their respect and they’ll give you a chance to speak when it’s your turn (usually).
The point of all these tips is that you have to connect with your “C” level exec and meet them on their level.
You can’t just go into your pitch at your own speed and expect them to politely listen. They won’t.
But if you follow the above techniques, you’ll at least separate yourself from all your competition who is calling them, and you’ll have the best chance of actually connecting with them and having a chance to get your value statement across.Got a Stalled Pipeline Opportunity? Here’s What To Do Next
When facing stalled pipeline opportunities, you might wonder, “Was it something I said? Did I do something wrong?” Often, it is out of your control. However, there are five keys to jumpstarting your stalled deals.