I frequently read blog posts written by Ari Galper, a sales trainer focused on helping salespeople move away from slick “always be closing” tactics to approaching prospects in a way that builds trust from the first conversation.
He just posted some thoughts on how to move away from “old sales thinking” in order to improve your sales effectiveness that I want to share:
http://www.unlockthegame.com/UTG/Home/AriGalpersUnlocktheGameSalesBlog/index.cfm?objectID=4219
I really like concept #1: Stop pitching and start a conversation. If you start every conversation with potential new customers with a description of your services and your company, you risk coming across as a self-serving salesperson…not someone who is focused on the problems your potential customer might have.
I have seen many “scripts” that start this way, and it’s usually not that the person writing the script has wanted to only talk about how great their company is…more often, they just didn”t know how to do it better.
I hope you find Ari’s insights useful. Would love to hear your comments and thoughts.
