I hear this statistic thrown around a lot. Maybe it’s even true.
In fact, on a recent sales call, the guy on the other end of the line said, “I’m your typical Millenial buyer. I’ve already pretty much decided what I’m going to buy before I talk to a salesperson.”
Now, being the salesperson on the end of that call, it’s pretty good news for me, right?
But, what about those people you are calling on who should REALLY consider working with you because you can make their lives SO much better? But, they don’t know about you yet?
You’re kind of in a pickle with them, right?
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Here’s what I’ve found really works in those circumstances…
When people consider it so important to be 65% of the way to a buying decision before they talk to me – but I want a shot at a deal, I have found that it’s all in the language I use when I am first talking with my prospect. There are five approaches that I find can really turn a situation around and to my advantage.