SalesHQ

Just curious if people prepare a "line".

I basically do what topline does in terms of searching for commonality right off the bat...but I don't prepare one line, I have a repertoire of a few questions I ask depending on the type of person I'm talking to. I work with a lot of foreign clients, and I almost always start by asking them about where they are from and what they think of the bay area (where I'm from). That usually creates a good conversation because we are each very interested in the other's culture.

If its someone local that I'm selling to I usually ask about their company and mention some things I know about it. That impresses people that you have heard about their reputation.

The key to any conversation is being genuinely interested in people.

I think its helpful just to say a little bit about yourself before you ask a question, that way you give people a chance to guide the conversation.

A personal comment  or compliment often works wonders. To a woman wearing sharp shoes, I might say, "Hey, great shoes. My wife would love a pair like that. Where did you get those?" Of course, that only works if the shoes are nice. But that immediately gets the conversation started.

 I do not have a script of words to start with .I do however have a guide which I follow with all clients. I have been fortunate in decision making as to what type or style a person is. Which gives me the opening hello. Such as if the person is all business the hello is formal,Laidback  it will be a laid back approach .Match the style . which opens up th avenue of communication.

 From this point they become comfortable in the situation they have found themselves in. From this point I will always take them in a direction of talking about themselves. I will allow them to speak as long as they wish to speak ,When I feel a different direction or slow down on the conversation I quickly get into  a different topic. This can take as much as 5 minutes and have been known to take an hour before getting down to business. My client must be certain they have a friend who values them.

 This allows me to find out their needs, wants.If you listen to what a client is saying you can always tell what  it is they want or value from you.It has never really been a price,  the value  and service which is provided that most clients want. The price is just an easy way to get you to cut out on them.

Sometimes I like to switch it up and talk about something current in society.  For instance, I might bring up the new batman movie and ask if the person has seen it.  The movie is extrememly popular so there is a good chance the person has seen the movie also...from here this opens the door to a conversation based on friendship instead of business.  This is a great conversation starter, trust me

I am a Field Representative so people come to me or call in to schedule an appointment, but on ther rare occasion I am asked to relieve the Showroom Sales Rep. I do have encounters of different kinds. One that I remember is this lady came into the showroom to purchase a refrigerator, kind of obvious as she went there directly without browsing. I finished dealing with the client on the phone and went up behind her; and with a very straight face I asked "excuse me Ma'am, but are you the person that ordered the four plasma televisions that we brought in from our Head Office?" You should have seen her face! She could not help but find a seat to get herself together from laughing when she saw that I was kidding! But yeah, that's me, kinda silly when I am ready but it worked! Every time she comes to the store she asks for me, and only if I am not there will she deal with anyone else.

I guess what I am saying is you have to have a keen sense of humour and an unconventional style that adapts to each personality you encounter and you'll do ok!

I hate when people call on me or I am out with my reps and they talk about somethign stupid like the weather to break the icce......People don't like it, they don't care aobut you as an outside sale reps, and they don't care if you are hot or cold....

I have always complemented them in some form of the something in the surrounding that I find to be interesting,.......One thing that has always opened up conversation is to speak about their art on the walls.....Someone there, some one there very influential to have pictures on the wall, must like it too if it is hanging everywhere...Fast track from a Office Manager / It Manager to C LEVEL......

JUST Know what the hell you are talking about...I took a rep with me once and then they  tried to mimick me,,,the customer asked him about the artist, and he litlerally stutturerd and then didn't say anything----He was cooked.

That's funny.