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  1. Wasted Time: Your dream clients refuses to give you their time because they suspect that you will waste it. They have experience that suggests that this is true. Salespeople visit with no plan, no real idea as to what they want, and no plan to create value. So, they refuse you–and every other salesperson possible. Promise not waste their time.
  2. Not Different Enough: Face it; you aren’t the only one calling your dream client in an attempt to gain their time and attention. Your request sounds a lot like the thirteen other calls they received this week. The offer is easy to refuse. Share what makes you different and why it matters.
  3. Too Much Work: It’s hard to change the tires on an automobile that’s moving fast–and being urged to go even faster. Stopping to meet with salespeople takes time away from the never-ending urgencies piling up around your dream client (with no need in site). Your dream client has too much work to do to meet with members of their own team, let alone a salesperson. Offer to meet them at the time that works for them. Offer a working lunch.
  4. No Hint of Value: Your message does’t even hint as to what’s in it for your dream client. Sure, you get to try to do a needs analysis and dredge up some pain that you can use to create an opportunity. But what does your dream client get our of letting you in? If there is no value proposition that they can easily discern, you can look forward to hearing “no.” Tell them what they get out of meeting with you–even if they never buy from you.
  5. You Might Bring Real Change: What you say to gain an appointment may be compelling. But real change is scary. Your dream client is perfectly comfortable with the devil that they know; you’re a whole new devil. Even if you have the ability to improve things, what’s the cost of doing so? Build trust and nurture relationships over time.
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Sales 2013
Post by Anthony Iannarino on October 12, 2013

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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