Stand Out From Competitors

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Once you summarize their situation, simply tell a brief story that demonstrates how you have helped other people/companies in similar situations. This gives you an opportunity to give a short overview of your product/service/features in their language rather than yours.

Then present the next logical step in the process, explain why it matters, and ASK for time on their calendar.

Just say, “Abby, based on everything you’ve told me, the next best step for us is a meeting where I can ask deeper questions and really get to know you and organization better. That way I’ll be able to tailor a solution to your unique situation. How about next Thursday at 2pm?

Do not pitch features of your product or service that are not relevant to their situation. Do not hit them with a kitchen sink data dump about your company. Don’t talk about detailed solutions, pricing, implementation, or get sidetracked with meaningless red-herring objections.

Your only objective at this point in the initial sales meeting is to land the next meeting.

The good news is that most initial sales meetings are successful when you take the time to truly listen, bridge to the next step, and ask for what you want. When you do, you’ll come off as more professional and stand out from your competitors who, far too often, confuse initial sales meetings for a pitch fest.Sometimes, The Best Sales Tactic Is Silence
As salespeople, we must resist the urge to satisfy our own instinctive need to feel important by talking too much. Here’s a WWII story about how, in some cases, silence can send a stronger message than words.

Using Silence As A Sales Strategy
Salespeople tend to over-explain things. We dive into too paraguay telegram data many details in an effort to come across as someone who is an expert. When silence hits the conversation, we tend to fill it with our words to “shed some more light” on the discussion.

Most of the time, this strategy backfires. We introduce irrelevant topics or take the conversation down rabbit holes. We invite more objections and end up stalling the deal.

But sometimes, you don’t have to say anything and still get your point across.

Salespeople could learn an important lesson about sales conversations from an event that took place during World War II.

Sales Lessons From WWII
In 1945, as World War II was approaching the end, General Curtis LeMay was put in charge of the Twenty-First Bomber Command in the Pacific Theater.