PROFESSIONALS PUT THEMSELVES IN THEIR PROSPECT’S POSITION
Professional salespeople are aware that their canvassing does not start with an introductory phone call. In so many cases, that introductory phone call may be the last point of contact in a research overview that could have 2, 3, 4 , 5 or more steps.
They do this groundwork because they know it will give them an edge, and more importantly, they also understand that generally key people aren’t going to talk to them simply because they dialled the phone Professional salespeople go out of their way to put themselves in their prospect’s position (shoes), on the understanding that busy people generally won’t take time out from their schedule, just to listen to someone who’s probably doing little else than playing a “numbers game” at their expense.
Why should they. It’s not their concern if a low level seller wants to score a “brownie point” because they won’t do the hard work expected of them, or don’t want to know any better, or simply don’t want to take the trouble to learn a “better way.”
Top professionals take the time to do some homework, the extent of which will vary on the value of the call they are about to make But they won’t make the mistake of coming in “empty handed” in the fear they will not be able to customize their opening contact lines and related questions.
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