Forget small talk

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It will be an easy fewer than100 pages, and will get righyt to the point at hand. The working titled that is bouncing around in my braih right nowis “How to Sell Like a Pro in Less Than Two Now, understand that the book will take aboutg an hour and a half to read, but it will teachn the salesperson who is a average or even a top performer how to really sell with a common-sensee and no BS approach. Too many salespeoplr dance around the tabletoo much. In othet words, they don’t get right to the main pointrat hand.
They talk about nonsense like the weathet or sports or whatever they wantto discuss, whicjh basically just wastes time and reallyg does not build any true business relationships at all. What made me think of this idea was somethingg I used about 30years ago, and it worked realluy well then. It has to work even bettefr now because our attention spans have become the same as a cockeespaniel puppy, which meanxs we do not have any attentionh for anything lasting any I had a smalo glass-and-wood egg timer that was abouty an inch or two tall.
When I was in someone’xs office, whether it was a cold call or even an I told them that by the time the sand ranout (whichg is six minutes) I would be done with my sale call. Sometimes, I even said that on the phonwe so I could prove it to them when I was in theifr office onthe appointment. Really, think abour it, who does not have six minutezs in the day tohear something? My approachg was simple, straight to the point and very honest.
For example, on the phone I might have saidthreee sentences, which were as follows: “Hello, my name is Hal and I work for (fill in company here), and I would like to meet you for no more than six “When the six minutesz is up (and you can time me), eithetr you will be interested, or worsr case, you learned something new! “I will not take more than the time I am asking for.” When I sat down in theire office, I pulled out my little egg timedr and said, “Now, I would like to ask you threer simple questions, and when the sand runs I will leave as I mentioned to you on the • Are you familiar with our company?
If yes, what are you familiafr with, and if no, why not? • Tell me what you like and maybr even dislike about your present supplier or vendotr (obviously, my competitor). • If you were to realizwe that doing business with us woule be more beneficialto you, and you “Geez, why didn’t I switch to this company in the would you at least consider lookinbg at us?