Friends, by now you are properly not surprised that I would like to start this post with a question. Can you think of a time in your professional career when you realized that you were truly being heard? For me it was over 20 years ago. I was sitting with an important executive undisturbed in his office. This individual sat across from me; away from his computer, no phone in hand or secretary standing at the door. I started talking and became almost oddly aware that this individual who had given me his valuable attention, was really listening to me! It was a brief meeting and yet had a very powerful impact on my life.
In thinking about my buyer and the prospecting experience, perhaps the best description of the thought I would like to share was encapsulated by Stephen Covey in a communications term he called “psychological air”. In this instance it means that no matter how eloquent I think I am, my prospective buyer will not be listening to anything I have to say until she controls the space to breath. One way for her to do this is to hang up the phone. One way for me to improve the opportunity of being granted the privilege for more time is to pause and ask for permission to continue! It’s interesting, I can almost feel the experience of my buyer pausing, taking a breath and leading our path forward!
Several thoughts on what prospecting with integrity might look like. If you don’t recognize the term I invite you to read last week’s post before reading on!
- Demonstrate that you value your prospective buyer and his time by conveying early who you are and why you are calling. Is there something you know about this buyer’s situation that might peak his interest in what you have to say?
- Write out your script. Think about the words you use. Be concise.
- In the first 20 – 30 seconds, pause and ask for permission to proceed!
- No matter what the outcome, even if the prospective buyer elects to terminate the exchange, be sincere in your appreciation for his brief attention and wish him a good day. Believe it!
- Plan for and meet your call targets! Making and keeping promises to ourselves is also an expression of self-integrity and a driving force in personal power!
In treating my buyers the way I want to be treated I am not only consistent in taking the necessary steps of earning the opportunity to “understand”, I am making it easier on myself to execute on my prospecting goals. Why? You guessed it. I am prospecting with Integrity!
Your Salesman for Life,
Thought on my mind:
“Your actions are screaming so loudly I can’t hear a word you are saying!”