Some salespeople view prospecting as a numbers game. They reason that the more emails they send and calls they make, the more conversations they will have, and the more customers they will eventually sign. So instead of spending time customizing and personalizing their outreach for each individual prospect, they mass blast generic emails, and follow the exact same script on every single call.
I'm willing to bet you don’t often have sales calls where the buyer tells you exactly how to close the deal, especially if they're “impatient, difficult and demanding” like this one says he is.
You’re probably thinking, “Aren’t all prospects impatient, difficult and demanding?”
Sure … if that makes you feel better. But how many of them take the time to tell you how to close them? None, right?
I recently received a prospecting email from a LinkedIn connection. We are mutually connected by acquaintances from my days on Wall Street as an equities trader.
He started off by saving, "Hi Dave," so I hoped the rest of the email would be personalized too. It wasn't. His greeting was followed by a form letter that he probably thought was targeted to his niche, but was so generic it obviously had gone out to everyone on his contact list.
There's a considerable amount of conflicting advice floating around the internet regarding how to give the "perfect" presentation: