Kickstarting a Bold and Effective Sales Process

In my first conversation with a qualified prospect, I like to start off with, “This is going to be a little different” or “This might be a bit unlike what you're used to.” It’s an immediate differentiator, and it sets the stage for mutual dialogue where you and your prospect will essentially interview each other; you're qualifying them in the same way they’re qualifying you, and it’s worth taking the time to ensure that there’s a fit.

Beginning this way sends the message that we’re coming from a place of equality. You’re both looking for a fit. Neither of you will resort to begging and chasing and performing. You’re going to facilitate thoughtful, meaningful conversations to see if it might make sense to work together.

So, a phrase like, “This is going to be a little different” is a perfect way to kick off your unique prospecting process and set an intention for mutual benefit from the get-go. Try it out and see what happens.

Onward.

Tom

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