You wouldn't open a meeting with, "You aren't interested in my product, are you?"
Of course not, it's absurd to set yourself up for rejection like that. But, sometimes we inadvertently set ourselves up for a "No." It may not be as obvious as the example but it is certainly as deadly.
Look at the following examples to find better ways to phrase your introductions so they are the beginnings of beneficial meetings rather than excuses for your prospect to dismiss you.
Average: "Do you have a moment or should I come back later?"
Better: "Let's spend a brief moment outlining my service."
Average: "Do you have a check problem?"
Better: "Let's discuss how we can make checks a safer form of payment."
Average: "Do you want to hear about my service?"
Better: "This is what my service does better than what you have now: ..."
Average: "What would you say if I told you I could increase your sales"
Better: "Here are some ways I can increase your bottom line: ..."
Opening communication is vital to your presentation but so is maintaining control. If you structure your statements carefully, you will allow your prospects to contribute to the conversation and offer helpful data without giving them the opportunity to stop negotiations before they start.
Good Selling!SM
Paul H. Green
Editor-in-Chief
