Okay, this is my shortest blog article ever!!! This is really a follow up to yesterday’s article about selling in a competitive market.
When you walk into a business and meet the business owner for the first time, to imagine that they are asking you, “How do I know I can trust you?” or “How do I know what you are telling me is the truth?” is a good idea. Realize this the next time you are in front of a prospect and say something like, “I can save you lots of money,” or “The Durbin Amendment could have a major impact on your business in the way of savings.”
When the business owner looks at you without saying much of anything or looking disinterested, imagine the business owner thinking, “How do I know you are telling the truth?” Answer that question:
–Bring supporting documents! Get news articles that talk about the Durbin Amendment’s effect on small businesses.
–Bring letters of reference, even if you have no active accounts. Get a family friend who has known you for twenty years to write a letter which says, “This guy is honest, and you can call me to verify that!”
Next time the business owner gives you that look, say, “I know you’re probably wondering whether I am a legitimate business owner. Here are a couple letters of recommendation. Also, concerning the Durbin Amendment which I mentioned, here is an article from the New York Times about that. So you can read up on the effects.”
Hope that helps!
James Shepherd james@ccsalespro.com
Read the previous post: Selling in a Competitive Market
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