In prospecting, your objective most often is to persuade a new customer to agree to meet with you face-to-face. To gain that commitment, you must convince the prospect that you are someone worth meeting. Every customer’s first major buying decision is whether to buy you—the salesperson. They’ll never decide to buy your products before they’ve bought you.

You must begin to “sell yourself” in your very first call on a new prospect.

Here is a quick, four-step prospecting strategy that allows you to begin “selling yourself” immediately.

1. Introduce yourself: Use your people skills to politely introduce yourself and your company. Say please, say thank you, and use the prospect’s name twice.
You: Hello, (first and last name) please?
Answer: This is he/she.
You: Thank you, (first name). This is (your first and last name). I’m with (company).

2. Gain Attention: Make a very brief capabilities statement about your company. What is the most appealing thing you can say about your company’s offerings? Choose a capability that is fairly universal, so as not to eliminate any potential customers.
My company, (its name), has created a remarkable software product that makes it extremely easy for our customers to create and maintain product catalogs, then produce them in just about any media from paper to Internet…..

Duane Sparks - The Sales Training Series: Selling With A Better Strategy


Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).

Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).