Quote:
Originally Posted by Simply Red
I've never gotten that - our leads are warm so it's cool. Plus techies are always trying to improve. Overall they generally know they're speaking w/ someone AT LEAST as smart as they are. I was once a CEO too.  and ty for the condolences. |
Not to offend but having been in sales 30+ years you're really not cold calling if you're given leads of potential customers who have agreed to see you.
That said,the selling process(at least in my experience)is never the same.Be prepared for interruptions and be prepared to go back and do a brief summary of what was discussed prior to the interruption.Find common ground with the potential customer,a lot of these people will have something in their office be it a picture,a favorite sports team collectible,awards etc. Usually there's something you can comment on and have a brief discussion to help make said person a little more at ease and make you more likeable.
Always remember once they've bought you they own your product because it's an extension of you.
Lastly if looking for some great reading on the subject I strongly suggest checking out Tom Hopkins How To Master The Art Of Selling Anything.It's a little dated but there are some absolute gems in his book.
Good luck!