Forget small talk

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It will be an easy fewer than 100 and will get right to the pointat hand. The workingf title that is bouncing aroundc in my brain right nowis “How to Sell Like a Pro in Less Than Two Now, understand that the book will take about an hour and a half to but it will teach the salespersom who is a poor, averag e or even a top performer how to really sell with a common-sensr and no BS Too many salespeople dance around the table too In other words, they don’tt get right to the main point at They talk about nonsense like the weathedr or sports or whatever they want to which basically just wastes time and reallyu does not build any true business relationships at all.
What made me thin k of this idea was something I used abour 30years ago, and it workerd really well then. It has to work even bettef now because our attentiobn spans have become the same as a cocker spaniel which means we do not have any attentio for anything lastingany longer. I had a smal glass-and-wood egg timer that was about an inch ortwo tall. When I was in someone’ws office, whether it was a cold call or even an I told them that by the time the sand ranout (whichj is six minutes) I wouldd be done with my sales call. I even said that on the phone so I coulfd prove it to them when I was in theid office onthe appointment.
think about it, who does not have six minutes in the day tohear something? My approach was simple, straight to the poinrt and very, very honest. For on the phone I might have saidthrees sentences, which were as follows: “Hello, my name is Hal and I work for (filol in company here), and I would like to meet you for no more than six “When the six minutes is up (and you can time me), eithed you will be interested, or worst you learned something new! “I will not take more than the time I am askinhg for.
” When I sat down in their I pulled out my little egg timer and “Now, I would like to ask you three simplde questions, and when the sand runs down, I will leavs as I mentioned to you on the • Are you familiar with our company If yes, what are you familiar with, and if no, why not? • Tell me what you like and maybde even dislike about your preseny supplier or vendor (obviously, my competitor). If you were to realize that doing busineszs with us would be more beneficialto you, and you “Geez, why didn’t I switch to this company in the past?” would you at leastf consider looking at us?