Ice-Breakers

Spoken naturally, not stilted, and mixed with a little enthusiasm I think Jason's lines would elicit positive responses.

alot of times it helps to just act clueless and be as much of a down to earth person as possible. I get some ppl's gaurd down by telling them i'm a newbie and I'm just trying to learn the business so excuse me if I ask some stupid questions. Some ppl dont think that's the best approach b/c it may make you lose credability but I think it helps the prospect relax and not feel you are a sales machine ready to go in for the kill. I have a hard time with ice breakers though, especially when you first walk in and they ask you straight up, "what do you need?" It's tough to go in to an ice breaker right after that.

From a merchant point of view though, thinking that your sales rep is "clueless" isn't very confidence-inspiring. I'd rather deal with someone who knows what they're doing, knows their service or product inside and out, and can give me solid details without too much flash or over-selling.

Quote:

Originally Posted by CarrieGee

From a merchant point of view though, thinking that your sales rep is "clueless" isn't very confidence-inspiring. I'd rather deal with someone who knows what they're doing, knows their service or product inside and out, and can give me solid details without too much flash or over-selling.

well, i think it matters too if your Consciously incompetent or if your unconsciously incompetent. If you know you don't have all the answers to their questions, but you can get for them pretty quickly, I dont think that makes you lose too much credibility. They know your a hard worker and your willing to do your best for their account. If you dont know the answers, and you just make something up say you dont know and never follow up on it to get the answers, than that might be a bigger problem. Also, I think what I meant may have been more along the lines of asking them about their business and industry and acting clueless about that, not necessarily about your company and what you do. Maybe a question to start out like "you think you can help me out? I'm trying to find out ....etc... rather than walking up and saying, I'm with XYX corp, I need to talk to the owner of this company." Get my drift?

Quote:

Originally Posted by halidon

alot of times it helps to just act clueless and be as much of a down to earth person as possible.

The old Colombo routine.

I'm afraid that as a customer, the line about "I have something that I *really* think can benefit you...." would be the time I'd want to stop listening. Unless the salesperson actually DID know me or my business personally, I'd just feel (not say aloud unless it was a really bad day ) that they couldn't possibly know what would benefit me and I don't have time for a sales pitch.

I apologize for not remembering who said it here, but the honest approach and saying that you want to just tell me the two most important things before I get rid of you would make me at least want to take the time to listen.

- Des

Quote:

Originally Posted by destiny

Unless the salesperson actually DID know me or my business ...personally, I'd just feel (not say aloud unless it was a really bad day

) that they couldn't possibly know what would benefit me and I don't have time for a sales pitch.

Oh yeah. I completely agree.

Quote:

Originally Posted by halidon

Maybe a question to start out like "you think you can help me out? I'm trying to find out ....etc... rather than walking up and saying, I'm with XYX corp, I need to talk to the owner of this company." Get my drift?

This I agree with, and being down-to-earth as well. Pretty much you have to be yourself, but confidence in whatever it is you're selling goes a long way.

Ice-Breakers

Sales Approach Forum