Name Dropping

As a salesperson, you need to take advantage of every situation possible to book an appointment with a new prospect. Today for example, I set up an appointment with a gentleman who had a business up the road from one of our customers. I mentioned him and shared a funny story I knew about one of their neighbors and this technique helped me to secure the appointment. I have called this customer for 4 months and then I was at our customers business and I realized he was just up the road. As soon as I mentioned that I knew the other business owner and began to build credibility it allowed me to transition into an appointment for a website build. As a salesman….the lessons will never stop presenting themselves as opportunities for growth.