What! You are Not Chopping “The Head” of your Prospect client?

Not Chopping “The Head” of your Prospect client |

Mistake Novice Salesmen make
Initial 4 seconds of your sales call decides whether the sale is going to close or not!

Since my childhood I have been seeing salesmen, sometimes in the streets, in the shops, almost
everywhere where you could turn your head & I didn’t like them.

I felt as if they are some kind of lowlife creatures who always bug you. Most of us have felt the same. I
had a negative perception towards the sales & I had decided whatever I do I will never be in sales! Ever.

And In the Start of my career I came across the words EXECUTIVE,MANAGER, OFFICER, and SENIOR etc.
& one thing that came to my mind was WOW & because I started my career from grass-root-level these
words had great meaning to me & I respected anyone who had those words attached to it.

So what about “Sales Manager”, “Sales Officer”, “Sales Executive” well these still have a negative impact
But a bit less

Do you know what’s better?

“Executive Sales”

“Manager Sales”

“Officer Sales”

You all have a biological programming & have trigger words which causes certain emotions to arise
when we hear those certain words?

The word Sales is one of them & mostly it’s negatively associated

Whereas the word SALE has a positive impact on our emotions & it triggers Urgency, Eagerness, and
Cheap etc.

So getting back to you- Did you notice when the huge words are associated the negativity is diluted &
keeping a powerful word in front the effect is enhanced & the corporates do it deliberately now a days.

So if you are Salesmen or women you are presented with a Lead & you are expected to make a Cold call
& get a sale.

I had already told you that the first 4 seconds of any sales can make or break that call,
& in those 4 seconds you have to establish few things
1) You are an Authority Figure
2) You are an expert
3) Your time is important & you talk to the point

Well can you establish these 3 things in first 4 seconds of your sales call?

If you know you can skip the rest of the article & if you don’t
keep on reading

So I suggest you should chop the head off your client & by that I didn’t mean their actual head but their
Title
Chop of “Sir, Ma’am, Miss, Dr. “ or any other title you can think off| well it might sound a bit arrogant
but it is the way it is.
When you were in school: who was in charge? Your teacher right, or your principal or everyone who
works in that institution & how did they addressed you individually? They will address you with your
Name & name alone & you would listen

When you were young & at home how did your parents called you?
Yes they would call you by your name & many a times by your pet name.

Ok when you are with your friends how did they addressed you?
Yeah-yeah mostly by vague names But still they will call you by your name

So do you get an idea

When you are called by your name your brain assumes that its someone familiar & your brain puts down
its guard.

(We are always on defensive & we don’t like to be sold & its natural.)

So Chopping of Head of Title helps a salesman to bypass the 1st line of defense a human mind have to
keep off strangers.

Will that help on the sales call? Yes

will it close the sale? No

There are layers of unlocking to be done to make a sales call to close.

Most of us have a basic Sales script which evolves with time.
Do you have one? Your Sales Script

Ok Now Did you learn something

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