There’s a very good reason why you know the lyrics to many
Beatles’ songs. Their wonderful
melodies helped hightlight the words but it’s the simplicity of the lyrics—the strong
imagery—that leave a lasting impression.
Does the prospect remember you? Are you making a good
impression? Are you keeping it
Many times salespeople get way ahead of
themselves. They get Bill the
decision maker on the line and then start rambling about a host of opportunities
that reads like a laundry list. If
possible, try not to give the prospect a choice. That’s a recipe for disaster as any parent can tell
you. When give the prospect a choice he’s like a kid in a candy store—overexcited and distracted.
The number to focus on is “one.” Give your pitch and you keep your
feet planted firmly on the ground.
The prospect may ask about other features and options which is fine but you want to
be one hundred percent focused on what you’re singularly offering.
“I know you’re interested in XYZ, Bill, but I want you
to understand how you’re going to be benefit from ABC. “
It’s beneficial to the sales process if you can come
up with a catch phrase greeting so the prospect or client can immediately
recognize who you are and feel good about taking your call.
It’s Joe from X, the hardest working man in middleware.”
It’s Karen from beautiful downtown San Francisco. How are you doing today?”
Add personality to your greetings but remember to
keep it simple. This will separate
you from the other salespeople whose “lyrics” no one can remember.
Simple greeting. Simple, singular point of attack. Do not waver from your game plan.
Genius lies in simplicity and personality. Keeping it simple will help the client
sing your song.
Yeah, yeah, yeah.