What You Say When You Want To Start The Sales Process
by Gene Griessman, Ph.D.
Here’s a terrific opener that professional speaker and author Ken Futch recently shared with whatyousay.com. You may be able to use it as a template for your next big sales presentation. (Futch won numerous national awards when he was with AT & T.)
“When I called on a top decision-maker, say, a president, I would say something like: ‘Here’s what we were able to do for ABC company, and here’s what we were able to do for XYZ company. I’m not saying that you have those particular needs, but these are examples of the ways we’ve been able to help others. I’d love to find out what you’re attempting to accomplish to see if there are some mutually beneficial opportunities.’
“Then I would try to get the prospect to talk about his or her needs, problems, goals, and dreams. I didn’t want to give the impression that I was there to sell something that I had already decided was needed. I used to tell my sales people not to prejudge a situation. One of my favorite examples was the salesman who called on a family to sell them a swing set. It turned out that they didn’t have a backyard. They lived in a high rise. And they didn’t have any children. If you go in with a pre-set agenda, you run that risk.”
Whatyousay.com likes this approach for several reasons. Futch established credibility immediately by mentioning what had already accomplished for other customers. “The prospect may be thinking, what the hell does this guy know,” Futch explained. “If I begin by telling briefly what we’ve done for other companies, it gives me credibility. The prospect may just think, ‘Maybe I’d better pay attention to what he has to say.'”
Through his use of opening examples, Futch was able to suggest possibilities that the prospect might also have: “I tried to think in advance of issues that this particular prospect might have.Even if he or she did not have the same problems, the opening examples stimulated the process of identifying issues.”
Golfers say, “It’s not how you drive. It’s how you arrive that counts.” Whatyousay.com says: “A good drive makes arriving easier, and a bad drive can make arriving impossible.”
Ken Futch, who’s a frequent contributor to whatyousay.com, is an internationally known humorist, professional speaker, and author of Take Your Best Shot: Turning Situations Into Opportunities.” He is a featured speaker at www.atlantaspeakersbureau.com. His website is www.kenfutch.com; phone (404) 226-1131 Mention whatyousay.com to receive a special discount.
Please consider making a donation of whatever you can to promote and sustain Whatyousay.com. Whatyousay.com is a supporter of the PRESIDENTLINCOLNFUND that takes Lincoln to schools and libraries.
Don’t leave yet. Check out more articles. You’re already here. Why rush off? Whatyousay.com is a gold mine. We guarantee you’ll be a better communicator if you spend time here.
“Dramatically change your life for just $9.95! You will learn how to complete important projects, find more time reach elusive goals, see your dreams come true, have success in your career, and feel inner satisfaction. These 99 principles tap into powerful sociological and psychological forces. Based on the best-seller Time Tactics of Very Successful People.”
99 WAYS TO GET MORE OUT OF EVERY DAY [Kindle Edition] $9.95
“Do just one of these time tactics for just one week, and we guarantee that you will more than pay for the price of this book. If it doesn’t happen, let us know and we will cheerfully refund your money.”–Gene Griessman
99 WAYS IS AVAILABLE ON KINDLE AT THE LINK BELOW
—Gene Griessman is an award-winning professional speaker, actor, and consultant. His video “Lincoln on Communication” is owned by thousands of corporations, libraries, and government organizations. He has spoken at conventions all over the world. To learn more about his presentations, contact us at 404-435-2225 or email@example.com Learn more about Gene Griessman at presidentlincoln.com and atlantaspeakersbureau.com
WEBSITE SPECIAL “LINCOLN ON COMMUNICATION”
“One of the very best videos/DVDs ever made. It’s a classic like ‘Gone With The Wind.’ I show it in many of my seminars. Everyone loves it.”
–Brad McRae “The Seven Strategies of Master Presenters”
It’s perfect for self-study—for people who want to improve just like Lincoln did. The running time is 60 minutes, which makes it perfect for the classroom. It comes with a teacher/trainer guide written by Dr. Griessman, which includes discussion points and much more.
This resource is ideal for the classroom—for students from middle school and high school to college, government, and business. It’s been acclaimed by communication experts and educators.
$120.00 (This is a discounted price for whatyousay.com. Many videos of this quality sell for as much as $1000.)
Free Shipping in the U.S. International shipping and handling, add $15.