I was recently talking with a friend of mine who does phone sales and she told me that her company says they are NOT ALLOWED to ask the prospect on the other end of the line if it is a good time to talk.
CAN YOU IMAGINE?
She tells me her team is getting clobbered and is truly underperforming and that the job is demoralizing (I think she’ll be leaving soon), but her management INSISTS that they should never ask this question.
So, it’s time for the Vampire article.
VAMPIRES AND SALES? WHAT?
In the time-honored tradition of Vampire-lore, it is well-known that Vampires cannot cross the threshold into your home, until they get invited in. The barrier is considered “sacred” and “holy”.
It is the SAME THING with your prospect’s time! You MUST be invited in before you are allowed to start selling – or you will be left bleeding out of your eyes (the sales equivalent is BEING SHUT DOWN and demoralized).
Every real estate professional knows that a property is much more likely to sell if it is “staged” – all set up with sofas, pictures, flowers, accessories – like someone really cool already lives there. Somebody THEY want to be.
It makes their buyer RELATE emotionally to the house.
You can do the exact same thing! In every presentation, meeting, proposal, bring the magic of “THIS is who you want to be”.