On the surface these people give every appearance of ideal prospects.
They are friendly, agreeable, talkative and give you a nice reception. Look out! If you
have ever spent 15 minutes in a delightful atmosphere of animated conversation and walked
out the door with the eerie sensation of not knowing what happened to keep you from making
the sale-you have already met the "Sweetheart." Don't let these people kill your
sale with kindness. Get them right down to business.
· Avoid small talk at the outset of your
interview. These people will take every opportunity to have a friendly chat about the most
remote point to the total exclusion of your sales presentation. In a friendly manner you
should get right into your sales presentation.
___________ it is really great
talking with you, but I realize you are very busy, so let me take a moment to show you the
kind of work I do...
·
Enthusiasm about the type of work you do will not only emphasize your ability to solve
their problems, but will soften the absolute necessity of keeping them on the track.
· They want to participate in the
discussion and want you to like them and be impressed. The sales procedures in
Professional Sales Development allow them to do this in a constructive manner.
· They want to be loved, so
"love" them. Compliment them on the great job they have done so far, but bring
them right back to any remaining problems.
