Yesterday I got a sales call from my current phone company wanting to upsell me on services. I am totally open to salespeople calling because I know that it is their job. My clients are salespeople. I like salespeople!

However . . . when the sales guy started out with "Tell me about your business," I had to control myself. I said "You are kidding me! You expect me to stop what I'm doing and tell you about my business?"

This is an example of why prospects get so turned off by salespeople. It is the salesperson's responsbility to do their homework. Check out the prospect's website. Create a laser sharp value proposition from the prospect's perspective! If you need help on your laser sharp value proposition, please email me [email protected] and we'll email you a worksheet.

If this sales guy would have started out with "In researching your website, it looks like you have been in business quite a few years and that you sell products and services online. When is the last time you checked to see how fast you connect to the internet?" He would have got my attention in a more positive way and engaged me in something that is important to me.

Please do the sales profession a favor. Pre-plan your calls, develop a laser sharp value proposition and develop that engaging question. Your prospects will be much more open to you.