August 31, 2020 Daily Post
No, I don’t mean the kind we’re all used to receiving.
Beyond the pushy peddling of wares we don’t need.
Beyond “Hello Mr. Prospect.”
What is a value-based, help-people-move-forward, “I’m so glad you called” type of sales call, really?
In our teams, we’ve found that it’s the asking of (and helping find answers to) four questions:
#1: Where do you want to go? If you don’t know where you want to go, you can’t get there. If we don’t know where you want to go, we can’t help. Just helping to find answers to this question is, in itself, hugely valuable.
#2: Why do you want to go there? If you don’t know why you want to go there, you may find it’s not where you truly want to go… or that there are other destinations that could create equal or greater results with a fraction of the effort. Finding the answer to this question is perceived by some as a breakthrough in and of itself.
#3: How are you going to get there? If you don’t know how to get there, you may find the right path, or you may take convoluted and inefficient paths with marginalising or unethical advisors. Painting a clear, simple path to the goal is also hugely valuable.
#4: Do you want my help getting there? If you don’t, you have the path now. You’re welcome. If you want help, allow us to qualify you for either what we’ve created ourselves or prepared for you through our network of trusted partners. Either answer is acceptable, but the latter is usually more popular since it follows the 3 prior questions.
A sales call asks the right questions, creates clarity of thought, and looks for ways to move forward. None of those things are ‘pushy’ nor do they ‘peddle’.
Excited about sales calls yet?