Expect to Be Welcome
Sometimes your prospect has had a bad morning.
Ever since she arrived, she
has been deluged with phone messages, e-mails, and complaints. The coffee was
cold. Her employees are sick or unhappy, and her boss is mad. Then you come
in.
The prospect thinks,
Thank heavens, here’s a nice, pleasant, intelligent,
positive-looking person who’s got something interesting to tell me.
Many people feel this way. You could be the highlight of the entire morning
or afternoon. When
you are pleasant and smiling, they will be happy to see you.
Refuse to Talk Standing Up
When you arrive at your appointment, sometimes a busy prospect will come
out to meet you in the reception area and ask you to tell him about your product.
But you should refuse to make your presentation standing up. If you do,
you run
the risk of devaluing your product or service. No one buys a product or service
standing up. Refuse to sell it that way.
No one buys a product or service standing up. Refuse to sell it that way.
Remember the adage:
everything counts! Unless you sell in a showroom, nobody
considers a product or service of any value if you are
willing to talk about it and
try to sell it standing up. Instead, say, “What I have to show you is really
important, and I need about ten minutes of your time.”
If the prospect does not invite you to sit down to discuss your offering, say,
“If you don’t have the time right now, perhaps we could
schedule ten minutes at
a later date when it would be more convenient for you.”
But refuse to discuss your product or service standing up. The basic rule is
this: if the prospect cannot
buy your product standing up, don’t try to
sell it
standing up.
