Here are several examples of how not to start a sales call: “Wow, its cold outside.” “The streets are really slushy and icy today.” “Can you believe that player missed that easy touchdown pass to win the game?” “Can you believe what those knuckleheads in Washington did this time?”
A sales call is supposed to be a friendly, relationship-affirming, and positive event. So why on earth would someone consider starting a call with bad news about the weather, sports, or politics? Think about it: first you help your prospect feel bad and then you try to cheer them up to sell them something.
There is an excellent blues song titled, “Enough Trouble of My Own; Keep Yours to Yourself,” by Dr. Duke Tumatoe. Look it up on your mobile phone. It perfectly sums up your customers’ attitude about the world’s problems.
Keep your calls positive.
About the Author
Alan Sipe
President, Toolbox Sales and Consulting
Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.