Most people have little patience with salesmen and their approaches. They immediately want to know what you’re selling and the price.
Experienced salesmen know, through negative sales experiences, that it’s usually fatal to explain bluntly: ” I’m with the Simplenomics Corporation and I wanted to know if you could use one of our Simple machines. ”
Almost inevitably, the answer to that type of approach is ” No. ”
That’s why many successful salesmen no longer use business cards on their first approach.
Handing out a business card as the first look a prospect gets at your company or product is less than best. You give the prospect an easy way to pre-judge and reject you, your company and your product.
Most business cards are designed to tell the world about you, but you really need to tell the prospect what you can do for him. Immediately.
Handing him a white paper titled, ” 10 Simple Ways To Make Bigger Profits And Spend Less Doing It ” will grab much more attention than a business card with your name, email and cell phone number on it.
On the other hand, ” trick ” approaches, that tend to keep the prospect in suspense about the real reason you’re there, do nothing to disperse impatience or improve receptiveness.
Prospects want to know why you’re there and what you can do for them.
Salesmanship consists of giving prospects what they want…after leading them to want it.
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