Jan 10 2009
Let’s go win Game 1……..
“Game 1″, the first part of the opening, is the absolute simplest part to get right.
And yet it stuns me how many salespeople in all areas of sales get it completely wrong.
The greeting.
Let me get it out of the way now………the proper greeting is NOT, NOT, NOT “Can I help you?” or some variant of that. All that does is bring on the first “no” of the sales process before the process has even begun. “No thanks, I’m just looking.” Ever hear that? Yeah, I thought so. That’s the general reflex action most prospects will take when you ask “Can I help you?”
The proper greeting is two steps:
1. Welcome
2. ask an either/or question.
Here’s an example………”Good morning, and welcome to ABC Yahoozits! Is this your first visit with us, or have you been here before?”
It doesn’t matter how they answer the question - they can’t say no. That’s the key. Plus, if the question is applicable like in the example, it gives you the first piece of information you’ll need to make the sale.
Nice and simple. Yet way more effective than 75% of your peers. Pretty easy way to gain a leg up, no?
NEXT POST: Investigation…….it’s not just for detectives.
Now go sell something!
