I've done face to face sales some years back, but have come to prefer the phone for many reasons. Most of which I've expressed many times so I'm not going to repeat myself. I've done nothing but phone sales for so long that I've almost forgotten what would be different about face to face. I've spent the last couple of days wondering what adjustments I would have to make?
Giving it some thought, I couldn't think of anything signifigantly different. What I say on the phone gets the job done, therefore, why would I say anything different in someone's office. A script is not just for the phone, it's for a sales presentation where ever it may be done.
Before anyone jumps in and starts going on about how much they don't like scripts, clearly you don't understand scripts. A well crafted script is a conversation. However, when it's performed, yes I said performed, properly, it's the salesperson who is controlling the conversation. So, no more talk about using or not using scripts please.
As I've been thinking about this, I remembered exactly why I prefer to use to phone. Simply stated, it suits me. I'm not much for small talk. In fact, I've been labeled by many as being shy. Who knew? My personality is such that when it comes to business, I like to get right to the point. It's a critical factor in using the phone successfully.
I don't like spending valuable time talking about bowling trophies, the bumper sticker that belongs on his bumper but is stuck on his wall that says his kid is an honor student at some snotty middle school. Nor would I mention that every kid in that school gets the same ridiculous bumper sticker. Everyone wins in the 21st century middle schools I guess.
When I'm on the phone, it's clear to them that I value their time and mine. I need to get that done in person now. I don't want to offend someone by ignoring the pictures of their family, and I don't want to compliment a boat or talk about the last time they caught a fish.
So where better to come for some advice about face to face than this forum. What have I forgotten, and what do I need to learn.
I do want to say this before I close this request for assistance. If I come to find out that a big part of face to face is a matter of pretending I give a crap about his "blowhard of the year award" or anything like that, I'm back on the phone!