Not connecting With Your Prospect? Tear Down This Wall

For the last few weeks, Donald Trump has talked about building a wall between the U.S. and Mexico. The wall talk has stuck with me because salespeople build walls all the time – and usually, they don’t mean to.

Bad sales tactics force prospects to hide behind metaphorical walls for the sake of their time and sanity. Once they block you out, there is little hope of developing a relationship, and without a relationship, your prospect won’t buy anything.

So, my mission is to illustrate how we unintentionally build walls as sellers. Then, while we’re on the topic of walls and Republicans, let’s talk about how to tear down these walls.

Wall #1: Blind Dialing

Recruiters, in particular, have a habit of calling up random people here at EVENTup in order to reach me. The problem is that they are bothering employees who have nothing to do with hiring. Once an interruption stops your work, it takes an average of 23 minutes to return to the original task, according to Gloria Marks, a professor who studies digital distractions. Those are expensive interruptions.

Blind dialing, not to be confused with cold calling, creates a wall. I don’t want to build a relationship with someone who disrespects our time and company and is too lazy to find the right phone number.

If you’re in a position where you feel like you have to dial a random employee, don’t. Could you get an introduction to someone at the company via LinkedIn LNKD +0.81% and then see if that contact will introduce you to the right person? Dial the right number, dial the main office line or skip the lead.

Read the rest here.


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