Treat them like V.I.P
July 2nd, 2011 § Leave a Comment
Of the most important things a salesperson can learn about selling services, or any product or service, is to secure having something of value to talk about when starting a cold call.
Nothing is worse that calling and doing the old “Just checking in…” routine. You are wasting time: Your own, Your prospects time, and making it seem as if you are nothing but a robot caller.
You want to give the opposite impression to your Prospect. You want the individual to see you as someone with value and expertise to add to their lives/daily works.
To ensure that we are making the right impression and adding value in services sales call, try to follow the principle of V.I.P. selling.
V.I.P. selling means that every conversation we have with a client should meet the V.I.P. criteria:
- VALUE
- INTEREST
- and POSITION your company and yourself as a trusted resource
This means that calling to “just check in” is not acceptable – it’s a waste of an opportunity to have a more engaging interaction with your prospect!
Instead, call with an introduction to somebody else they would want to know, or tell them about an interesting event, or a great article you read about their industry. Something…anything…to make the call more relevant to a prospect.
