My first call with a potential customer a year ago:
“You need the following…”
“I always do it like this and like that…”
“I charge 3000€ for it…”
Result: The customer never contacted me again.
My call with a potential customer a week ago:
"How can I help you?"
“Why exactly are you coming to me?”
“In an ideal world: What do you want from working with me?”
“Do you have any open points that I forgot to ask?”
“So if I understand correctly, you currently have the following problem…, have already tried the following things… & are now looking for…?”
“The whole thing costs xy€ - are you currently in a position to invest the money?”
Result: Customer immediately agreed & started working with me.
What do I do differently now?
I always try to follow Chris Do’s “SALES principle”.
S = Serve
A = Ask
L = lists
E = Empathize
S = Summarize
Since I go into every sales call with the intention of helping the other person (this can sometimes end with me saying that we are not what they really need at the moment), sales calls are no longer stressful for me, but rather a super relaxed conversation that I really enjoy.
