Starting off a b2b or b2c interaction with “How are you doing today?” is not a good idea. This is a question that is referred to as an automatic response question. Meaning you don’t do anything to differentiate yourself from every other person asking that question. When developing an opening where you are trying to gauge the prospects mood or break the ice, follow some simple guidelines.
1. Be unique.
For reasons stated above you want to steer clear of the boring norm. Try something like “Are you having a productive day? You will notice a big difference in response using this. I did some work for a client based in Kansas City and we started calls with anything happening in the Kansas City Chiefs organization. If you are not sure how committed the fan base is for the chiefs you probably have never been to a chiefs game.
2. Be humorous.
You want to avoid any serious talk in the beginning. Finding a way to be funny without being cheesy will work a lot better than an opening question.
3. Match the tone and pitch of the prospect
The traditional way to build rapport with someone has been to find commonality. This screams salesman very loudly. Just remember that non-verbal rapport is always stronger then verbal rapport. If you are in person, match and mirror body language without being obvious. If you are just on the telephone, use your voice to match the prospects.
Destry Brink
Destry Brink is a motivational speaker, business consultant, sales and marketing trainer and coach. His business is based out of Jupiter, FL and Saint Paul, MN. His clients represent multiple industries but all desire to enhance the quantity and quality of their sales. He can be reached via e-mail at destry@live.com
No comments:
Post a Comment