Successful salespeople treat every call as a consultation, not a pitch. Discover the prospect's problem first, then propose a solution. Brandon Booth's example shows how positioning yourself as a problem-solver attracts inbound inquiries and closes more deals.
I can do this, I can do that, blah, blah, blah, blah. And the other person on the other side says, wah, wah, wah, wah, wah. I don't care. See, the people that are successful in sales never make a sales call. The calls they're on are consultations. They're trying to find out what's Brandon Booth's problem? Why did Brandon Booth call me and how can I solve his problem and make it a win-win situation? That's your number one salespeople— solve problems. And so by letting the whole world know who you are and what you do, you have more people calling in because they're acknowledging you might have a solution to their problem.
