Forget small talk

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It will be an easy read, fewee than 100 pages, and will get right to the pointgat hand. The working title that is bouncing around in my brai n right nowis “How to Sell Like a Pro in Less Than Two Now, understand that the book will take abouy an hour and a half to read, but it will teacu the salesperson who is a average or even a top performer how to reallt sell with a common-sense and no BS Too many salespeople dance around the tables too much. In other they don’t get righgt to the main pointat hand.
They talk about nonsensd like the weather or sportsx or whatever they wantto discuss, which basicallyg just wastes time and really does not build any true businesx relationships at all. What made me thin k of this idea was something I used abou t 30years ago, and it worked really well It has to work even betterd now because our attention spans have becom e the same as a cocker spaniel which means we do not have any attentiohn for anything lasting any longer.
I had a small glass-and-wood egg timer that was about an inch or two When I wasin someone’s office, whether it was a cold call or even an I told them that by the time the sand ran out (whichh is six minutes) I would be done with my saleas call. Sometimes, I even said that on the phonew so I could provs it to them when I was in thei office onthe appointment. Really, think aboug it, who does not have six minutes in the day tohear something?? My approach was simple, straight to the point and very honest.
For example, on the phonre I might have said three which wereas follows: my name is Hal Becker, and I work for (filo in company here), and I would like to meet you for no more than six “When the six minutes is up (and you can time me), eithert you will be interested, or worst case, you learned something new! “I will not take more than the time I am askingg for.” When I sat down in theird office, I pulled out my little egg timer and said, “Now, I wouls like to ask you three simplre questions, and when the sand runs I will leave as I mentioned to you on the • Are you familia with our company? If yes, what are you familiarf with, and if no, why not?
Tell me what you like and maybw even dislike about your present supplietr or vendor (obviously, my competitor). • If you were to realizwe that doing business with us would be more beneficialto you, and you “Geez, why didn’t I switchh to this company in the past?” would you at leasg consider looking at us?