My work is much more sophisticated than that.” Now you might be thinking, “Paul, I’m not a car salesperson.
Me – “Well actually, no I have not found a car yet.”Ĭar Salesperson – “Ok, well you can come on down to our show room and we will find you something great. Cherry, I was just calling to check in and see if you have purchased a vehicle yet.” Here’s a typical (bad) sales conversation:Ĭar Salesperson – “Hi Mr. Ok, it’s now three months later, I’m still getting calls from some of these salespeople. I discovered, in order to test-drive a car, the dealership required my contact information. This helps you position yourself as an expert and trusted advisor, instead of an annoying “fly buzzing in your customer’s ear.” Have Something to Bring to the ConversationĪ few months ago, I went shopping for a new car. The first reason can be to “check in” or “touch base” and see how things are going, but the second reason must be something of value to the customer. When you call a customer or prospect, you need to have at least two reasons for your call. You Must Have at Least Two Reasons to Call Unfortunately, this is not the best technique to use when making effective sales calls.
A common question I ask my sales training clients during a workshop is whether they have ever picked up the phone, or stopped by a customer or prospect’s office and said, “I’m just checking in” or “touching base” or “following up”? I’m always surprised with how many raise their hands.
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