Short coaching monologue (spoken) in which the coach recounts a cold-calling example: a sales rep pushed for a meeting/close without making the meeting logically satisfy a prospect’s stated need, leading the prospect to laugh, decline, and hang up. The speaker emphasizes that meeting requests must connect to something the prospect said and must 'make sense.'
You have to make a logical connection between something that they said on the call and the meeting. The meeting has to satisfy or satiate something. I watched a rep do this yesterday where at the very end, they went back and forth with this guy on the phone. At the very end, he tried to go for the close, and he tried to go for the close, and the guy laughed and said, no, that doesn't make any sense. And then he hung up on him. And the rep's sitting there, and I'm like, hey, why would he take that meeting? And the rep was like, I don't know. I was just going for the clothes. And I'm like, but it needs to make sense.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
