It’s true. I’m advocating that you go into a sales call totally stark raving naked. But I’m dead serious. All those brochures and handouts you bring into your initial sales meetings are actually getting in your way of making a sale.
Why is that happening? Because when you go on a call, you think that the purpose is to share info on your products and services. Your prospects could care less. They’re just thinking about their business. So, you get all excited to show them your new technology or new marketing campaign — and they listen politely. Maybe they even ask you a few questions. But in the back of their mind, they’re thinking — another self-serving salesperson just trying to pitch me stuff. And they dismiss you mentally. You’re gone. Never to be invited back again.
If you don’t want that to happen, then you need leave the brochures behind. Go naked. At least that’s how you’ll feel without your collateral. You won’t have it to fall back on. Have a conversation. Discuss their challenges. Share what you’ve done for other customers. And, most of all, enjoy how they’ll react to you!
