Throw Away Your Brochures | Sales Strategies – Info Sales

May 25, 2018

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Today, I’m decreeing a ban on corporate marketing materials for salespeople. I want to ban salespeople from using them, ban marketing teams from producing them, and maybe even ban the entire industry. Why?

Far too many sellers and companies default to using corporate marketing materials to pitch to customers on a first meeting. Click To Tweet

They say, “Well, these people don’t know anything about us, Colleen. We have to introduce them to our company, the people we employ, etc.” They spew this out at the first meeting with a prospect and it’s entirely irrelevant to the relationship. It’s premature and actually repellent behaviour so stop using it.

Instead of pitching to your prospects, go into the first sales call with nothing but the questions armed in your head that you need to ask and the relationship building skills that you can use in order to create a long-term, lasting relationship.

So that’s my strategy for today: no more corporate marketing materials. None of that stuff matters until a customer knows that you can help them with their problem and they can trust you.