Most new business relationships begin with a cold call or meeting of some nature. Each of those conversations begins with a line of questioning in an attempt to build trust and start a relationship. And that line of questioning can vary from talking about the weather, to a knickknack on their desk or a topic of interest that the salesperson has learned that their prospect has a passion for. Sometimes the conversation goes well and other times, not so well. Asking the right warm-up questions at the beginning of a cold call meeting can is an important and beneficial technique to learn and will help immensely when building new business relationships prospects. This white paper reviews the importance of talking about what matters to your prospect and how to determine what those topics are.
Founder and president of Performance Based Results (www.pbresults.com)
Worked with more than 1,200 clients including Johnson & Johnson, BlueCross, Philips, DOW, Hilton, Wells Fargo, US Department of Energy
92% of clients realize a 10 times return-on-investment
Recognized as the leading authority on client engagement strategies, he wrote AMA-COM’s top selling sales book, Questions That Sell: The Powerful Process to Discover What Your Customer Really Wants and Questions That Get Results: Innovative Ideas Managers Can Use to Improve their Teams Performance (John Wiley)
Wrote The Closer: Be the Successful Sales Pro: Steal the Lead, Seal the Deal
Published more than 250 articles
Featured in Investor’s Business Daily, Selling Power, Kiplinger's, and INC. magazine