THE MAGIC BEHIND THE SALEdo you think about this?' People like to be asked for their opinion.
Another gambit is, 'I'd like to get some help from you.' The obvious
subtext behind that is that the prospect is smarter than you. It's
not only flattering, it's disarming. But just be sure, if you use it,
you're on the level."
"I've heard a lot about you," is a very effective way to greet a
new prospect, but be warned, it must be true. Before you use it,
find out enough about the person you're meeting to come back
with an answer in that not-so-rare scenario in which the prospect
says "Yes? What have you heard?"
A former computer systems salesman I talked to had had experi-
ence in direct selling. "I don't do it anymore," he told me with
an edge of regret. "I'm sales manager for the company now, but
I miss those days. A good day of selling gave me a sense of
accomplishment. I got a kick out of it. Flattery? You bet I used
it. It got me through the door.
"I'd open with 'My company wants to get your opinion on this
software.' I'd never use 'I'd like to take a minute to show you
this software.' You see, the first opening asks for advice. It's
hard to resist. The second opening invites rejection. I had a whole
set of questions like that: 'I'd like you to help us pick out a new
direction for next year.' 'Which of these would appeal to most
people?' Those are all flattering openings, and the subtext they
all send is 'I value your opinion.' You're complimenting them,
but you mustn't overdo it. Don't make it too complicated. Don't
tell too much. People won't take even a minute to listen to meaning-
less words.
"Another point about face-to-face selling is that you have to
have different approach sentences in case your first one fails,
and in the meantime, let your prospect say something, even if
it's 'I'm not interested.' When I was selling systems, I'd come