The Best Thing to Say to a Prospect
Most salespeople are trying to sell an order to a prospect. Instead, try to sell an entire relationship.
“I want to still be doing business with you 10 years from now.”
Think about the impact of saying that to a prospect. What an interesting and provocative statement. The right customer understands that and is intrigued and attracted by the idea of building that kind of relationship. To the wrong customer, those words fall on deaf ears.
In order to still be doing business with someone 10 years from now, a lot of good things have to happen. Certainly, you need to be competitive but you also need to be of integrity and character, communicate well, and respond to the occasional urgent need. For their part, the customer needs to pay your bill on time, treat you well, buy your ideas from you and not shop them out and be a good partner.
I believe that there are still clients out there looking for this kind of relationship. They are looking for you. By defining who you are and what you are looking for, you place your stake in the ground and you set the bar high. The price shopper will not respond. That's fine. They're not your customer anyway.
But those of equal integrity and character will identify with your desire to attract quality people and your words will resonate. Ten years from now, you might even retell the story and laugh about it.
The next Sales Challenge program starts on the first Monday of the month. Use the promo code, “30for30” and try it out for a month, paying just $30. Go to www.TheSalesChallenge.com or call Bill at (781) 934-7036 for more information.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.