Many business owners/managers/sales people either “wing it” when they call a prospect or have a few pointers they wrote down to discuss their company. Are you going from your agenda to sell your product or service or from the needs of your prospective client?
Certainly, it usually takes a while to establish rapport. Much depends on your geographic location. Personally, I found some owners want to chat/share more than others. This can happen anywhere but many times your community will be different than others. It’s something you need to “feel out”
In a previous post, I mentioned the beginning questions suggested. Once you discover their challenges, find out its impact on them/family (if appropriate). This will help later in the process when you have a discussion about results. Then ask what have they done thus far to solve this issue? What were the results? That will take you to the way to present yourself.
This is a skill I work on with clients because it takes time and knowledge to master. Just getting started on the above will be helpful. Let me know your thoughts/comments below please.