Let’s face it. Sales people don’t always get the respect they deserve and rightfully so sometimes.
If you read last week’s newsletter, you that some salespeople deliberately mislead prospects in order to get them on the phone or schedule a face-to-face meeting.
However, assuming this is not your approach and you are meeting with a new prospect for the first time, here is sure-fire way to not only capture their attention but to instantly earn their respect.
Take off you watch and place it on the table or desk in front of you. Then say, “Mike, I know your time is valuable and I don’t want to overstay my welcome. Do you still have 30 minutes allotted for this meeting?”
Sounds simple, doesn’t it?
Look at it from a prospect’s perspective for a moment.
Most decision makers have been forced to endure long-running meetings where the salesperson droned on and on. I know I’ve been guilty of running overtime on a sales call or two and that behavior seriously affects our credibility.
I can practically guarantee that your competitors don’t do this which gives you a perfect opportunity to stand out from your competition.
BTW: if you don’t wear a watch, you can use the same approach with your smartphone.