Do prospects like small talk?
Fact: Over 74% of customers dislike unsolicited small talk by salespeople. Prospect Want: “We’ll talk if I want to.” ·Will prospects tell you they don’t want to engage in small talk? Fact: Less than 0.8% will tell you that it bothers them. Prospect Want: “I won’t tell you I don’t like you. I just won’t buy.” ·Do customers trust salespeople? Fact: 64% of all buyers say they don’t trust any of the salespeople they’ve bought something from in the previous 24 month period. Prospect Want: “Salespeople I can trust.” ·Should salespeople change their title to “consultant” or “advisor?” Fact: 72% of prospects perceive words like “consultant” or “advisor” to be slick or manipulative. Prospect Want: “Straightforward, professional salespeople.” ·What do prospects remember? Fact: When the average decision-maker doesn’t buy, he or she remembers fewer than 10 words (verbatim) spoken by a salesperson doing a presentation. Prospect Want: “Give me a presentation I can understand.” ·How persistent should
