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Sales Talk - Stand on the prospect's map of reality
November 30, 2021

Sales Talk - Stand on the prospect's map of reality

Sales talk, where do you position yourself in those first few minutes of conversation on a telesales call or sales meeting?

When sellers start a conversation with a prospect they often start from their own position on their own map of reality in their mind

...we all have a map of reality and use it navigate the world...

And the map limits the ideas and topics that enter the sales person's conversation processes.

...they only talk about what is on the map they are using...

On the sellers map of reality they are the sales person, the expert on their products, the experienced one, and they are viewing the sales meeting or call as an opportunity to present this.

So they talk about their experience, their products or services, and...

...I've usually stopped listening by this point...

The prospect's map

What does the prospect want to hear?

The prospect has their own map of reality and are positioned on it.

They want to hear about the things they see on the map of the coming conversation, what the sales person is going to do for them.

At this point on the map they may be interested in a specific line such as: The sales person's qualification that proves they have knowledge that could benefit them.

But they don't want a full CV, they don't want any information that doesn't connect to what's on their mental map. That's their position when viewing the conversation about to happen.

Consider this thought...

From the website

From the sales training section on the Introduction stage of a sales meeting or telesales call at: sales-techniques.html

In the Introduction Stage, look at everything from the prospect's point of view.

All the features and benefits you include in the Introduction should be for the prospect, not just to help you to close the sale.

The whole introduction may take no more than a minute.

You are going to make sure you use the best words and phrases to grab the attention of the buyer, explain who you are, what you do, and present the benefits they can gain.

The objective of the Introduction Stage is to motivate the prospect to move with you through the sales process while seeing you as a capable professional guiding the conversation.

Change maps

Try changing maps and see what a difference it makes to your sales talk.

Position yourself on the prospect's map of reality and reframe your viewpoint to what they see. It's a great way to keep all your sales talk relevant and interesting for the buyer.

Go through what you usually say in the Introduction Stage of your calls or meetings.

Is the information you include on the prospect's map, is it something the want to see or hear.

Want to look afresh at your Introduction Stage:

Consider how you introduce you, your company, and your product.

And, the most important line of the sales conversation, why you are talking to the prospect, why are you there meeting with them or talking on the phone and why should they listen.

Take a look at the steps to include in a sales introduction at: sales-techniques.html

The Sales Buzz is the newsletter eZine for the website Proven Sales The place to find sales training already used and proven by professional sales people and appointment callers.

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