First Contact

When a salesperson confronts a prospect for the very first time what should the sales introduction be?

There is a lot of paragraphs written on this particular subject and most seem to be on how you should introduce your product or service. Once again this is telling not selling and in my opinion the sales person should be interested enough in the customer to try and obtain a true understanding of the prospects business. Where have they come from, where are they going? what are their inspirations? Most people love talking about their business and without this information it is going to be impossible uncovering problems or needs. A classic example of poor selling skills is in the Real Estate business where agents attend open homes. In my experience as a prospective purchaser I have visited many and to this day I only recall ever being asked once, “why are you here today”?

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