Made two sponsorship sales today and got 4 people signed up for events (3 for this one), as a result of phone conversations. In the one sponsorship sales call, it was the first time I spoke to this company. And the best part was that I barely said anything. I simply asked relevant questions. Asking the right questions showed that I knew my stuff. I knew nothing about what they actually did. But, I knew what was important for them to do to grow their business. Or atleast knew the right questions to ask to find out.
During the call, I stumbled upon a realization. It was actually my 10th call today. During each one of them, I noticed there were periods of silences. And they were notice-able. Slightly uncomfortable, actually. But, I didn't break the silence. I let the prospect break it. I don't know why. But, I think letting the prospect break the silence was key. Almost every time, shortly after that, the registrants and/or sponsors said "let's do it".
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