I recently presented a sales training webinar entitled Engaging the C-Suite Executive, which generated a ton of interest.
One of my sales coaching clients, Homero Herrera, President of Latin American Cargo recently began cultivating a new prospect. Homero reached out to me:
“I get the feeling my prospect is interested, but we haven't made any progress to date. He has been receptive throughout all our communications. Finally we have scheduled a telephone appointment for tomorrow afternoon. How would you approach this conversation? Any questions that come to mind?”
In these situations, your first impulse might be to ask, “How can I help you?” or “What can my company do for you?” But that isn’t always the best place to start, because the prospect often doesn't know! You’ll come across like an uncertain customer wandering into a store, with a supercilious clerk coming up to you with a haughty “How can I help you?” If you ask a sophisticated C-level executive this question, you risk shutting down the conversation altogether; the C-level executive will show you the exit or quickly dismiss you over the phone.