"Many attempts to communicate are nullified by saying too much." -- Robert Greenleaf
Here's advice I can't say enough: once you've made initial contact with a prospect, ask them a question and then be quiet. What can you ask? Ask about what's worked well for them, what problems they're having with suppliers, what they would ideally want from a supplier, or just how they're doing - but once they start talking, you don't!
Even when you think they're done speaking, give it a couple seconds. They might just have one more thing to say. No matter what, you'll have gathered a lot of information to help you move along in your sales process.
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