Closer Corner

Sales Tips & Motivation

January 2019

How much time are you investing in pitching non-decision makers?

Stop ruining your sales pitches by speaking with non-decision makers. If you don’t clearly see that you will be speaking with a DM, send that lead to someone to qualify it for you. You are not a qualifier, you are a closer. So spend that time doing your homework and closing deals.

Did you do your homework on rapport building? Want to instantly separate yourself from your competition in the first 5 seconds of every one of your sales calls? Easy. Ever thought about Googling the city you are calling and checking the weather? Or how about Googling the city name and the words local news. For example “Chesapeake VA local news”. Click on the first local news website and see if there are any topics you can bring up.

I just did this and I see an interesting local news article about a 10 cent toll increase on the Jordan Bridge. I know NOTHING about this bridge or that there was even a toll on it to begin with. But that’s not the point. The point is to use this to get the prospect to open up and talk to you, so they respond to your many questions during the sales pitch (if all you are doing is talking during your sales pitch you are not selling, you are talking). 
After you greet the DM, hit em with a “Hey I saw on the news that the Jordan Bridge toll got raised by 10 cents, what impact do you think that’ll have?”Too much for your style? Then hit em with a “boy it’s been pretty rainy here all day, looks like you guys have a nice sunny day this Sunday, that’ll be nice don’t ya think?”
Get em talking and you’ll get a close. Remember, they didn’t make an appointment in their busy day because they didn’t want to sign up