Post pitch dialogue is essential in the deal closing process. If you can’t talk intelligently to high-level executives and final decision-makers then you better think about a customer service position.
C-Level executives have no time for salespeople who aren’t sharp, knowledgeable, funny, or serious. They will, however, buy if you’re all of the above.
Speak their language, get them involved. If you have someone on the phone from New York then bring up the Yankees or the new Broadway musical or a New York happening. If they happen to be Mets fans or don’t go to the theater then talk about something else that’s going on in New York. This is sales—it’s important to be kept abreast of what’s going on nationally and regionally. It’s also essential to keep the prospect slightly off-balance with open-ended questions. Stand tall, stay upbeat, and bring out what you know about New York or Boston or San Francisco—wherever you’re pitching. Don’t worry about them hanging up on you. This is inside sales and that’s going to happen a lot.
Don’t kiss their behinds either. Remember, in sales the playing field is level. However, it’s important to make them feel good about themselves. Getting them talking. Find a common bond and latch on to it.
“New York,” you might say. “Greatest city in the world. Gotta be tough to work in the Big Apple. In fact, I’ll be there in a couple of weeks. Can you recommend any non tourist activities?”
Remember, in inside sales you’re riding the bull. The longer you ride the better your chances of success. In bull riding it’s eight seconds. In sales it’s when you close the deal. If you can’t close them today just remember that the next ride will be easier. You’ll understand the bull better, you’ll know his moves.
Work with what you know.
Ride the bull.
Close the deal.