This appears to be almost like a law of human nature. We all prefer consistency in our lives. Our customers and prospects want things to work the same way every time they happen.
When they wake up in the morning, they want to find the floor under their feet, the sun above their heads and coffee in their cups. Just as they expect physical consistency, they also expect psychological consistency. If they have marriages, families, and jobs yesterday, they expect to find them today in pretty much the same condition.
Thus, our prospects have ‘mental worlds’ of expectations, the people in them, and their relationships. On your first call, you are interrupting this world. YOU are the inconsistency. So how can your product or service help them remain consistent? How can you demonstrate that? If you can show an existing relationship with a colleague of theirs or an authority they respect, then consistency becomes like a form of human gravity.
To become a welcome interruption, you need to focus on THEIR issues.
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