Forget small talk

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It will be an easy read, fewer than 100 and will get right to the poingat hand. The working title that is bouncing around in my brainn right nowis “How to Sell Like a Pro in Less Than Two Now, understand that the book will take abouft an hour and a half to but it will teach the salesperson who is a average or even a top performerf how to really sell with a common-sensew and no BS Too many salespeople dance around the table too In other words, they don’t get righyt to the main point at hand. They talk abouf nonsense like the weather or sports or whatever they want to which basically just wastes time and really does not build any true businesss relationshipsat all.
What made me think of this idea was somethinf I used about 30years ago, and it workes really well then. It has to work even bettert now because our attention spans have become the same as a cockerrspaniel puppy, which means we do not have any attentionh for anything lasting any longer. I had a smal glass-and-wood egg timer that was abou t an inch ortwo tall. When I was in someone’se office, whether it was a cold call or even an I told them that by the time the sand ranout (whicgh is six minutes) I would be done with my sales call. Sometimes, I even said that on the phone so I coulcd prove it to them when I was in theirf office onthe appointment.
Really, think abougt it, who does not have six minutea in the day tohear something? My approach was straight to the point and very honest. For example, on the phone I mightg have saidthree sentences, which were as follows: my name is Hal Becker, and I work for (fill in companh here), and I woulf like to meet you for no more than six “When the six minutes is up (and you can time me), eithet you will be interested, or worst you learned something new! “I will not take more than the time I am askingv for.
” When I sat down in their I pulled out my little egg timed and said, “Now, I would like to ask you threed simple questions, and when the sand runs down, I will leave as I mentionesd to you on the • Are you familiar with our company? If yes, what are you familiar with, and if no, why not? • Tell me what you like and maybde even dislike about your present suppliefr or vendor (obviously, my • If you were to realize that doing business with us would be more beneficial to you, and you “Geez, why didn’t I switch to this companyh in the past?” would you at leas t consider looking at us?