Here are two really simple things most reps forget to do during their pre-call planning.
First, I’m assuming you research the people you’re meeting with as well as the company?
If not, let’s make it 3 simple things most reps forget to do during their pre-call planning 🙂
When you research the individual, try to find interests and causes they’re passionate about. That’s the first thing most reps forget to do. Probably because they’re saying “duh” when people like me suggest that they do it but;
The real magic happens in the second thing many reps forget.
Ready?
Come equipped with stories to help you build rapport.
So if I notice that you’re a veteran and you’re involved in a few associations and charities, I’m going to talk with you about my brother who was a Navy Seal in Vietnam and my dad who was a judo instructor in World War II.
When I discovered that a potential client blogged about being a dad, I came equipped with a story about the best lesson I ever learned about being a dad.
Sports fan? I’ll try to find something interesting about your favorite team, player, the history of their stadium, etc.
Martial Arts? I’ll talk about a funny story where my son’s MMA training paid off.
I noticed that one of my prospects enjoyed learning other languages. I brought a story (and a funny visual) of how some words translate from English to other languages.
I discovered that one of my prospects was a classically training cellist. I came equipped with a story about the Vitamin String Quartet and how they have taken rock (and even metal) tunes and put an amazing classical spin on them.
Before you think this suggestion is silly, let me ask you something.
Have you ever looked around an office for something you can comment on to sort of break the ice?
So why not come better prepared?
There’s actually a much deeper level to this that involves the company, industry, etc that we’re going to cover during The 7 Stories EVERY Rep Must Tell webinar.
Have you signed up yet?
I’ll be sharing over 25 tips and tactics to help you present yourself and your widget in a way that helps you distinguish yourself from the masses.
Here’s what you’ll gain by joining us;
- The 7 Frameworks For Compelling Stories.
- The 7 Sales Stories.
- The 5 Things That Add Credibility To Your Stories.
- The Technique I Use To Remember EVERY Story In My Arsenal.
- How To Use Stories When You Prospect.
- How To Take A Complex Selling Point And Use A Story To Make It Easier To Comprehend
- How To Use Stories To Sell Change In An Organization
- How To Captivate Your Prospect With Your Delivery.
- How To Leverage The “Theme and Variation” Tactic.
When?
Thursday, October 11th, at 11:30 am EST.
Can’t Make It Then?
Sign up anyway and I’ll send you the webinar replay. View it whenever you’d like!
What Do You Get?
(1) 90 Minute Webinar
Webinar Replay
Worksheets
How Much?
$99
Click HERE to join us!
