One of the things that drives customers crazy is a salesperson who talks too much. Coming off a couple of months sheltering in place, I understand the need for social interaction. Don’t succumb to the temptation to blabber on at your first sales call in 60-90 days.
A good way to respond to the question “tell me about your business” is “I’d be happy to, but let’s start with the one or two things you are most interested in, what are those items?”
One of my favorite authors and consultants is Alan Weiss. He once wrote:
- When I ask what it is you do, don’t begin by telling me how you got into it.
- When I ask how much money you made last year, don’t tell me about the last six.
- When I ask if you want to talk tomorrow or the day after, don’t recite your schedule.
Add to that, when I ask you what time it is, don’t tell me how to build a watch.
Listing all the products or services you offer is a waste of time. Your customer has granted you the opportunity and time to meet her because she has some interest in what you offer. More than likely she has already visited your website and has as general idea of what your company offers. Telling her your company is 52 years old and you offer quality and service falls into the category of blah, blah, blah. Has any salesperson ever told a customer “our quality is poor our service is subpar” really?
By asking where her interest rests you can save a lot of time and concentrate on what is important to your customer. Remember, you want to engage her in a conversation. It’s a simple question, “What about my company is most important for you to know?” Try it, you’ll like it.