I was listening to the VP on the phone with prospects yesterday and I made note of some phrases he was using to better understand how to talk with them. The one phrase I picked up was ‘we’d like to have some of your business… would that be possible?’. I keyed in on the word some seeing that we are not a 100% supplier with even our best accounts and realized that new business will come slow with incremental increases.
I also picked up the opening question of ‘What has been your experience with company name‘ as a good opening question for me as a new rep. The word experience will lend itsef to being answered with how they feel about the company and past relationships.
First 90 Days of Outside Sales 