I will start by saying I attended a sales training course in the mid 70's, called the Xerox training course. The same training course was also used by the US Marine recruiters.
The main idea I want to pass on is the intial contact. Here it is.
The four "rights" of the customer.
1. The right to know you name; Hello, my name is Mike Dahms.
2. The right to know the name of your company; I am the owner of Onslow Recycling.
3. What your company does; My company recycles ewaste, or fire extinguishers or copper wire, what ever fits the customers needs.
4. The reason you are standing in their place of business; I'm here to determine if we need to do business, or be in business together, or can be of assistance to you.
Now many will not take this seriously but I assure you many so called professional salespeople can't get this right. Practice it a few times. Potential customers will like the fact you don't beat around the bush wasting their time. Its a sign of respect for the customer and its an easy to follow the four rights to start a sales call. I found it worked well for me recently.
I hope this will be helpful to some of our members, Mike.
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