Do You Dare Throw Away the Script and Start a Conversation
no answer. From the name of his business I realized he owned many pretzel concessions that were located in movie theaters, etc. I was listening to his tone and it seemed to me that he wasn’t unfriendly, perhaps just shy or had a really bad day. He proceeded to give me his name, address and in the middle of this information, I asked, “Do they come with mustard?” The long silence was deafening. I said, “The pretzels, do they come with mustard?” He started to laugh and I breathed a huge sigh of relief. I knew he would become a customer and he did. I looked forward to calling him for reorders and I really think he liked hearing from me. The moral of the story, believe in what you’re selling, know your product and enjoy talking to your prospects. Relax and the orders will come.
Helen Robinson was the VP of a large marketing firm. She managed a Human Resource company dealing with the hiring of sales people. You will find excellent articles such as “7 Ways to Cut Loose from Old Sales Thinking” on her website at http://sales-training.ideatreasury.com
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