Manage episode 292826403 series 2561600
Today on Market Dominance Guys, Chris Beall has a discussion about first conversations with Mark Allen Roberts, CEO, and founder of OTB Solutions. Mark and Chris compare notes on how things were in the “old days” of sales, back in the 1980s when they got started in this area of business. Mark recalls that in the old days, you weren’t allowed to go out and sell until you were trained. Nowadays, though, most salespeople aren’t trained. Many don’t even know the purpose of the call they’re making: Their knee-jerk reaction to getting someone on the phone is to immediately start pitching their product. And so, they totally miss the opportunity to use the first 7 seconds of a conversation to establish trust and, thus, begin a relationship that may eventually lead to setting a meeting or making a sale.
Mark further explains why the pitch-first approach is a mistake. “When you’re reaching out on the phone,” he says, “it’s all about worthy intent. Are you reaching out to help somebody? Or are you just trying to hit your numbers?” Your prospects can tell the difference and will react accordingly. If no trust has been established, they will continue to feel ambushed and will maneuver to end the call quickly. Avoid this disaster by learning all there is to know about first conversations from these two experts in this week’s episode of the Market Dominance Guys, “Worthy Intent Will Fill Your Funnel.”
About Our Guest
Mark Allen Roberts, CEO, and founder of OTB Solutions, works with company leaders to improve sales and profits by leveraging a data-driven, no smoke and mirrors approach to driving profitable sales growth through assessing sales teams’ skills, motivations, and beliefs and then providing strategic development to improve their performance.
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