Do you actually think by talking about the weather you will build rapport with your prospect or customer? In my opinion, when you are making a sales call it's not necessary. I am not saying that talking about the weather is not interesting or important, it may be to some. Most prospects or customers simply do not have the time to schmooze. With this call, “What can I do for you“, you will notice how the how the customer brought call back on track by asking the sales person, “What can I do for you?” It is really embarrassing that the customer has to guide the call. Remember this, when you are making a sales call, it comes down to what is the purpose of the call. If you waste six minutes per hour over an eight hour day, times five days per week, times 52 weeks that is five weeks of wasted time per year. Are you sure you have that much time to spare?
What are your thoughts?