What to Say in a First-Time Sales Call
Let’s say your prospecting efforts finally pay off and you find yourself sitting opposite a new potential client. You have an agenda. There are points you want to make. They have questions, too.
There is a lot to get to.
I find myself wondering one thing when I'm in this situation: Why am I here? I mean, no one has extra time to spare. We are all busy. So, then, what is the motivation for someone to take my appointment?
I think it's totally fine to be direct and ask. But first … It's important to express gratitude.
Imagine saying something like,
"I appreciate this meeting. It's unusual for someone to give a non-incumbent vendor an opportunity. Good for you! I wish more people felt like you do. One last thing before we begin: If you and I end up doing business, I hope you continue to meet with new vendors. Despite the fact they are my competition, it's important for you to hear new ideas and it's important for me to always be reminded I need to continue to earn your business."
That's an insanely professional and provocative way to begin your relationship. Imagine how that would sound to a potential customer. Imagine what they would think of the person saying those words.
Then, go find someone to see it too.
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at email@example.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 salesvault.pro.