What do You Know About…
I used to hate when salespeople would ask this at the beginning of a sales call. I used to yell at them for doing so. I thought all it could do was minimize you and lead the customer to say things like “I never heard of you” or “very little.” If they knew about you, then you didn't need to ask.
But now, because I am such an open-minded person , I am always looking to learn and improve; and studies are showing most prospects are checking you out before you even meet I think this could be a very important question to ask.
Why, you say? Because:
- more than ever people are researching you and your company before they even meet you
- they are using this information to decide if they even want to meet
- they are developing a pre-conceived notion of you and your company
- if they are a High “C” DiSC style they probably know more about you and your company than even you do.
- want to understand where they are coming from
- where they are getting their information from
- how they will continue during their decision process to use and get more info
For those of you who have been fortunate enough to take my class or read my books (my mother would be so proud), the best way to do this is in the “S” or the “N” of the S.PRI.N.G.™ Dialogue. Here are some examples of how you might ask:
- What do you know about my company (you would say your actual company name)?
- I was curious about what you know about my company?
- I was curious about what you know about my company and how you attained this information?
- A lot of my customers have done some research online before we met. Did you do so as well? What resources did you use? What did you find out? Anything in particular catch your attention?
- How will this information influence your decision or decision criteria?
- Besides yourself, or, who assisted you in doing this research?
You will notice I said “you” and your company. That is right. They are checking you out to see what kind of person or business person you are. So:
- watch what you say or post on Facebook, Twitter, Pinterest, Phinkit, etc.
- make sure your personal LinkedIn and Facebook business pages are full of great information about you, with lots of written recommendations
- if you have a blog, let people know about it and make it interesting.
I know you probably won’t, but I always want to ask you to share your thoughts or best practices. It helps everyone and makes me feel like somebody out there is paying attention.