Recently I was at the office of a friend of mine and we were discussing sales techniques. Ironically a sign company sales rep stopped in and was prospecting.
At first she handed my friend a business card and said something to the effect if you need anything call me. My friend pulled out not one but two stacks of business cards and told her since he opened this office these are all the people that stopped by his office. I almost thought that she was going to throw in the towel and allow her card to be added to the stack. What she did next I doubt that anyone before her has done before.
She asked if he thought about putting an “A Board” sign on the street to attract more walk in clients. Now this was great – she had identified a potential need that the prospect needed and asked it in a non threatening way to see if he was looking for a solution on that need. He told her that he would be interested in getting a quote for the sign. Granted not a huge order, but it is a chance for this company to build a relationship with a new customer.
How often do you hear “No”, “Not Interested”, “Just Looking” or something to that effect? Before walking into a prospects business, or having them come into your business think what questions you can ask that will help identify or solve a prospects need.
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