From the course: Selling with Empathy during Uncertain Times
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Opening the sales discussion with empathy and urgency
From the course: Selling with Empathy during Uncertain Times
Opening the sales discussion with empathy and urgency
- If you want to get customers talking to you, you've got to demonstrate very early on that you have deep expertise, and there's the possibility that you can help them. That's what's going to make people interested. So let's talk about how to be compelling in an opening. First, let's talk about what not to say. "Hi, I'd love to learn more about your business and see if we can help you." (honks) Customers don't have time for that. You have to identify some hot buttons immediately. So let's look at an example. Imagine you sell accounting services, and you work in the medical field. You could go in and you could say something like, "You know what? We have helped a lot of medical practices streamline their billing and spend more time on patient care. Can we talk about that?" And the customer might go, "Huh, that's something we're interested in," and they may or may not talk to you. But if you say it that way and they…
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