You are never too old for a story!


After you called someone who was referred to you or gave you permission to contact them through social media (steer away from cold calls please), you describe what your company does and offer proof to your claims. One of the best and easiest ways to do this is through telling a story of how your company helped someone in a similar business to the person you called.  You want powerful results you can report.

What do you say? How do you organize it?  Keith Eades in The New Solution Selling  suggests telling a brief story describing the issue you tackled for a company like theirs, what was needed (which you provide) and the result obtained.

You want your prospect to admit pain. People buy more and faster due to pain than pleasure. You can pursue pleasure but solving pain is something acted upon immediately if framed in the correct way.  From here, write up for yourself ways to respond to the various common problems admitted by the prospect.  If you are prepared and wrote something powerful you can utilize when speaking, you have a chance at another phone call or in-person meeting.

Remember you must be interested in them and their company. It is often said that we do business with people we like, trust and respect”. Be that to your prospects and develop a relationship where they will stay with you long term.

Please write your comments below and what worked for you to get that initial appointment.

Are you uncomfortable networking?


For some networkers, it’s difficult to connect with others. Others are more comfortable with it.
If you are not as relaxed, you are not alone. If you have trouble going up to people, often start with a friendly look and smile
and approach them with confidence. This is a good beginning.

People like to talk about themselves. Ask an open-ended question so you can connect and discover commonalities.

Questions could include:
-a simple introduction of yourself but then go right to them
-ask what do you do?
-if the other networker is different from you (age or profession), you could ask their opinion on the event both of you are attending or something in their industry.
-discover why they came to this particular function & what others they find valuable.
-find out if they are a member of the group or visiting.
-find something to compliment them about – be genuine.
-when they ask about you, discuss the benefits of working with you rather than the features of what you sell.
-if interested, exchange business cards and arrange a date to learn more about each other so you might be a referral source.

Chances are you will get more comfortable with networking when you attend more groups. Give yourself a goal – for example, go up to five people and have a conversation like the one above. You could meet some very interesting people and business could result.

Please leave a thought or comment on what has helped you in these situations. I will respond.