I wrote a phone conversation script for people. In the script, among a dozen other nuances, there was a phrase like: “May I ask what benefits you get from XXX?” The goal of the script is to set up a meeting. They call me and ask if it’s worth having a call after sending a commercial proposal. As for the usefulness of commercial proposals, I already… not once expressed At the very least, they are one-sided and do not allow for any information to be gathered from the client about themselves, their competitors, the market, or the motivations driving the clients. In large and lengthy sales, a meeting should be scheduled. There should also be an understanding that this meeting is not the last one.
I wrote a phone conversation script for people. In the script, among a dozen other nuances, there was a phrase like: “May I ask what benefits you get from XXX?” The goal of the script is to set up a meeting. They call me and ask if it’s worth having a call after sending a commercial proposal. As for the usefulness of commercial proposals, I already… not once expressed At the very least, they are one-sided and do not allow for any information to be gathered from the client about themselves, their competitors, the market, or the motivations driving the clients. In large and lengthy sales, a meeting should be scheduled. There should also be an understanding that this meeting is not the last one.
I remember why the script was written, and I find out that it’s not working, so they can’t schedule meetings. Because of this, they decided to send commercial proposals after making a phone call. I happened to be nearby, so I said, “I’ll drop by in 10 minutes.” I arrive, look into it, and see that the script, it turns out,slightly changedNow the “catchy” question sounds like this: “Could you please tell me, do you often do UUUU?”
It’s like “slightly changing the key” because it seems more beautiful, and then being surprised that it doesn’t fit the lock. And if no one asks the locksmith, “why did it stop working,” that’s when they start figuring out the reason. I’m ready to explain and I do explain that my approach was guiding, while theirs was situational. My approach is positive and leads to a desire to respond, while theirs leads to a desire to ask in return, “what the hell.” For the salesperson, this is basic knowledge, and I’m not saying anything new.
I speak from what I know and what I’ve tested in practice. So why ask if you already have your own “best” opinion? Why is there a desire to change, redo, or do things your own way, even without trying to see things from the client’s perspective? Yes, everyone around us is an expert in politics, football, design, and sales.
What do you think? I took an old script, made three calls, and on the third call, I reached someone I could talk to and immediately set up a meeting. The other two numbers had no one available. It works, and it worked on the first try.
As I was leaving, I asked if my clients were confident in their ability to conduct a meeting properly. The response was, “Now we’re not sure about anything.”