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REMEMBER: Although TS reps aren’t out on the streets cold-calling and knocking on doors trying to drum up some new business, there are nonetheless similarities in both fields and there are one or two tactics the TS rep can learn from the hardened and very successful cold-callers.
One of those techniques in the cold-calling world is that after the usual cordialities, etc. have concluded the more successful cold-calling reps will always seek permission to continue by asking the ‘decider’ (e.g.) “If you don’t mind and if it is okay with you, Robert, I would like to briefly share with you what my company does and why businesses choose our products/services…”
In the TS world, after the meet-greet, warm up, survey phase, etc. has successfully been completed, asking the sales guest for permission to ‘continue’ is very powerful indeed as it allows them to believe they have a certain degree of control and it also creates the opportunity for the rep to determine the receptiveness of the prospect.
When the prospect does give permission to continue, and they will, the rep owns the stage and by granting ‘permission’ the prospect has also given the rep the ‘time’ to be thorough and complete, etc. It is the savvy TS Pro who always gets the blessing of the prospect to ‘continue’ before they start ‘pitching’ who’ll laugh all the way to the bank.
TODAY’S VIDEO: Bachelor Girl – Permission to Shine
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