Mastering The Art Of Success

Mark Bernard

Please stay away from, “Do you have a minute?” or “Did I get you

at a bad time?” Of course you got the person at a bad time, and of

co urse he or she doesn’t have a minute for you. You are indeed

interrupting the person’s day. Instead, I use the statement, “You’re not in

a meeting, are you?” That lays the groundwork and covers so many

layers. It says to prospects that they’re important, their time is

important, and that th ey really don’t have time for me , but I’m going to

make it worth their while.

Then you move into your Unique Selling Proposition (USP). Too

often this is where people drop the ball. You always say the reason why

you are calling—to set up a discovery meeting. In your script, you are

not trying to sell your product. You are selling an appointment.

Also in your script, you need o utcomes for your prospect, possible

objections, and what makes you different. Your script should be a living

do cument. You should always be adding objections, so you have them if

th ey come up—and they will always come up.

WRIGHT^
Through the years, I’ve heard people s ay, “I don’t like canned
pitches,” and I ’d remind them that after it’s internalized, it’s no longer
canned.

BERNARD
Boy, that is correct. I get a lot of comments like, “I’m not a
telemarketer.” We are not talking telemarketing here. We’re talking
business-to-business. The question that always comes up is, “Are
prospects obligated to see you?” Absolutely! That’s what they get paid
for. Your product or service may be the very tool they are looking for.
It’s how y ou present yourself and h ow y ou develop and create your
script that can get you their ear.

WRIGHT^
So many businesses fail due to the fact that they do not have enough
pr ospects or lead s. What suggestions can you give our readers for
finding and getting leads?