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 say it too.
*******************
Bill Farquharson’s Sales Vault features sales best practices. Join Bill and the community of reps and selling owners at SalesVault.pro. Bill can be reached at 781-934-7036
