NEVER Ask Sales Customers This!

When trying to get an appointment with a customer, and you're chatting on the phone ☎️, make sure you DON'T ask this:

👉 "What issues you're having with your current vendor?"

This sounds simple enough. Sales 101, right?

Wrong. It sounds like you're trying to get the customer to bash their current vendor, and this will make them defensive.

Instead, try asking this:

✅ "Is that working out pretty well for you?"

This is a disarming way to get the same information. If you play it right, and use silence as your friend after you ask this question, you'll get all kinds of information. Make the customer COMFORTABLE, not DEFENSIVE.

This is the difference between a short, two minute, tense phone call, and a thirty minute warm, wonderful call where the customer will tell you all the good, the bad, and the ugly about their current vendor, and what you need to do when you present YOUR product.

Try it. And let me know how it goes!