One of my pet peeves is people who don't signal when driving. From a simple lane change to a turn at an intersection, it never ceases to amaze me how many people don't bother to signal their intent.
Sales people should signal their intent, too.
Here's what I mean...
As you start a discussion with a new prospect, outline how you plan to manage the sales conversation by saying something like,
"Rick, I'd like to start by asking you a few questions to gain a better understanding of your situation. That will help me determine if I have the right solution for you. Assuming I can help you, I will prepare some information and we'll agree on a day and time to discuss it. Does that sound fair?"
Or, if this is a subsequent meeting or sales call you can signal your intent by saying,
"Susan, as we discussed in our last conversation, my goal today is to review the proposal, answer any questions you might have and to discuss the next steps. Does that still work for you?"
You may think that this fundamental step won't affect the outcome of your meeting or sales call. However, it is highly effective because it tells your prospect that you actually follow some sort of process while demonstrating your professionalism, expertise and self-control.
It also indicates the direction the sales conversation is going to take and gives you both the opportunity to confirm your mutual understanding of the meeting objectives. This ensures that you are both on the same page and expecting the same outcome.
In my experience, very few people (myself included) make enough time to confirm a few details BEFORE continuing their conversation with a prospect or customer. Signaling your intent helps you achieve you this objective.
Before you start your next sales call or meeting with a new prospect or existing customer, take a moment and signal your intent. It can make a significant difference in your outcome.