When I talk with sales professionals about their objectives for prospect meetings or for prospect calls, I am amazed at the selfish nature of the agenda. It is no wonder people simply do not have time for salespeople. Who wants to meet with anyone who is primary objective is to “get” me to do something. I will not be manipulated!
Here are some examples of the objectives:
- Get them to meet with me
- Get them talking about their business
- Get them to tell me what their needs are
- Get them to put me on their bid list
- Get them to let me quote my services
There are numerous other examples; but, you “get” the idea. Like most people today, I have a very busy schedule. I know what my challenges, issues, problems, and frustrations are. I also know what I need to do or what I would like to do to deal with them. I simply do not have the time or the interest to deal with some person with their own agenda trying to “get” me to listen to their pitch so they can “get” me to buy something from them that I am not even sure I want or need.
You want to “get” some time with me, make it worth my while. What are you going to give me for me giving you fifteen minutes of my precious time. And no, I do not want a copy of some dumb-ass book or a coupon off of my first purchase.
Try this the next time you want to have a conversation with me or anyone else who is to busy to be pitched, sold, or gotten:
“I know you are busy, I know you don’t have time for sales pitches, stories, or programs. However, in today’s economic climate we are all working to improve our business results. I would like to offer 30 minutes of my time to learn about your business and any particular challenges you may have and discover how may be of value to you in the future. I am not interested in anything other than buying 30 minutes of your valued time to see how I can help you.”
If you want to give me thirty minutes and are offering to help me–not pitch me–I may be interested. Now, when I give you the time, don’t make yourself a liar — help me out. And, do not try to “get” me to do anything!