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An Open Letter to My Friends in Sales and Biz Dev

To my Friends in Sales:

I get a lot of sales calls, and I don't mind it, but it means that I've got to keep them quick or they quickly take up too much time. So I created this list of tips for you so we can make the best of your time and mine:
  1. I will ask questions on the introductory call about features and prices. Please be ready to answer those. I want that information so I can decide if it would be worth your and my time for a demo. If you don't have the information or can't give it to me, then that's probably as far as the call will go.
  2. I appreciate that you are trying to be friendly by talking sports and weather etc., but I'd rather get to the point. Keep it on topic please.
  3. Please don't use leading questions like: "If you could succeed in this difficulty, how would that help you?" and such. I know my own situation just fine, what I don't know is your product. So let's keep the conversation on that please.
  4. If I decide to get your product, please make sure I can order it when I call the first time. Having to wait for somebody who is out for the day to return to the office might change my mind since I suspect your support will likely be similar.
  5. Don't spend time trying to figure out if I'm the right person to talk to or what my budget is like. If you are going to call me, just assume that I am the right person. And let me decide if my budget has room or not (which I can do because you told me the price). 
Thank you for working with me on this. I know some people just don't answer the phone when sales people call. I don't want to be like that, but I do want to be efficient on our call.

Thanks!
BJ Taylor

Comments

  1. I love your thoughts. I started a new gig about 5 months ago where I occasionally have to call people I don't know yet. I have always done what homework I can ahead of time to increase the likelihood that they would be interested in what I want to talk about. I like your thoughts here as they mirror what I hope to achieve on a first call.

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