THESE WORDS DOOM EVERY SALES CALL

Far too many sales people start their presentations to prospects with a heavy serving of Dwight Schrute topped off with a dollop of Eddie Haskell:

“I wanted to just take the opportunity to tell you what an honor it is to meet with you today and, of course, to let you know how much I appreciate you giving up some of your valuable time to hear a little something about us.”

This is so wrong in so many ways. First off you are lying. You…me…Mario Lopez…no one… is “honored” to meet with a prospect.

Now I’m not saying that you would never be honored to meet someone. For example, you might start the truthful “honored” introduction to any of these people:
• The Dali Lama
• Martin Scorsese
• Queen Elizabeth
• Tim Gunn
• Oprah Winfrey
• David Bowie (in my case)

But, you’re not “honored” to meet a sales prospect. You presence in their office does not fulfill a lifelong ambition; rather you are there to convince them to give you some of their money.

That’s okay dude…it's not a big secret. They are interested enough in sending some of their money your way, to let you explain to them why they should consider the notion. They are hoping you will show them how parting with their money will make them more money.


Okay, point number two: stop wasting their time by telling them their time is so frickin’ valuable.

They know it. They also know you are wasting it, just by pointing it out. It’s lame. It’s yucky. It will have them yearning for a shower just after being in the same room as you.

Here’s much better way to launch that prospect meeting:

“I’m here today to convince you to work with us. You’ve given me thirty minutes (or however long they have given you). I promise to make good use of your time. Let’s get started.”

It’s direct. It’s efficient. It’s honest. It’s refreshing.
Save the “My, that’s a lovely dress Mrs. Cleaver” for your in-laws.

Next blog: The right way to start a meeting with your employees.