Don’t stick to a memorized script. Instead, go where the conversation leads you and the customer.
If a customer has an exciting job, I will ask him or her to tell me a story about some memorable event or other. I want to know details, interesting details. I once met with a prospect who was a former Navy Seal. Talk about a fascinating job! I asked him a ton of questions, not so that I could get into a position to close the deal, but because I really was interested. I really wanted to know.
Because he told me his story, and because I was genuinely interested, I remember him to this day. When we as sales professionals create likeability through conversations of genuine interest, we become memorable ourselves.
I don’t have to tell you why being memorable is beneficial to the sales professional.
Author: Nathan Jamail
Nathan Jamail is a keynote speaker and bestselling author of 5 books, including his most recent “Serve Up & Coach Down.” With over 25 years of leadership in Corporate America as a top Director of Sales and a small business owner of several companies, his clients have come to know him as “The Real Deal.” Nathan has taught great leaders from across the world and shows organizations how to have a “Serve Up Mindset” to achieve maximum success. His expertise doesn’t come just from research or interviews. It’s from living the life of leadership for over 25 years. As a sales leadership keynote speaker and author who works with thousands every year, he challenges leaders to be the best version of themselves and settle for nothing less! Check out Nathan Jamail’s books, articles, keynote presentations, and blogs at NathanJamail.com or follow us on LinkedIn, Facebook or Twitter.
