{"id":12851,"date":"2021-07-14T17:04:22","date_gmt":"2021-07-14T17:04:22","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/a-reason-to-be-invited-in\/"},"modified":"2022-10-18T16:00:19","modified_gmt":"2022-10-18T16:00:19","slug":"a-reason-to-be-invited-in","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/","title":{"rendered":"A Reason to Be Invited In"},"content":{"rendered":"\n

When you\u2019re in the middle of a prospecting discussion \u2013 that is, when you\u2019re initiating the first real-time voice-to-voice engagement with a possible buyer \u2013 what is your goal?<\/p>\n\n\n\n

The question sounds simple enough, but you would be surprised how many sales professionals get confused about the answer. Your goal is to give the person a reason to invite you into their circle, <\/em>typically byscheduling a meeting with you. That\u2019s it.<\/p>\n\n\n\n

All too often, salespeople act like that is not the goal.<\/p>\n\n\n\n

Suppose you\u2019re on that initial voice-to-voice call. Suppose you share a powerful third-party story about a customer who started working with you because their previous supplier gave them a system that was not easy to use. And suppose the person you\u2019re talking to says, \u201cYou know what, that\u2019s been our experience, too. I\u2019m frustrated that what we have in place today is just not all that easy to use.\u201d<\/p>\n\n\n\n

How do you respond?<\/p>\n\n\n\n

Don’t overcomplicate your life, or the buyer\u2019s life, by starting a monologue. This is not the time for you to go into all the features and benefits and all the supporting evidence that proves beyond a doubt that your solution is easy to use. We call that kind of response from a salesperson \u201cdriving by the exit\u201d \u2026 because it ignores the real purpose of the discussion: to give the person you\u2019re talking to a reason to invite you into their circle!<\/p>\n\n\n\n

No. Your purpose here is not<\/em> to deliver a lecture about features and benefits. Your purpose is simply to set the next meeting. There are only three questions you need to ask at this stage to develop that pain indicator that has just shown up and solidify the reason for the person ought to invite you in. Those three questions are:<\/p>\n\n\n\n

Can you give me an example\/tell me more?<\/strong> Once you ask this they will stop and think for a moment, then begin to share with you the real-life situation behind that pain that they just shared with you.<\/p>\n\n\n\n

What happened? <\/strong>Again, they will stop and think, and after a few seconds they will recount a fuller version of the situation where the problem showed up. At this point some emotions are likely to surface. That\u2019s what you want. You want them focusing on the impact of the problem they\u2019re facing.<\/p>\n\n\n\n

Can I make a suggestion? <\/strong>When you ask this,the other person will, in all likelihood, say some variation on \u201cSure.\u201d At that point you will close for the appointment by saying something like the following: \u201cBob, take a look at your calendar. Let’s find a time where you can set up a half-hour for us to talk about this so you can tell me more about it.\u201d<\/p>\n\n\n\n

When they agree to this suggestion, and then give you the time and date to put on your calendar, they will be inviting you into their circle \u2026 which is what you were after when you started this discussion!<\/p>\n\n\n\n

Don\u2019t get confused about why you\u2019re talking to this person! Don\u2019t drive by the exit! Just give them a reason to invite you in!<\/p>\n\n\n\n

John Rosso is the author of Prospect the Sandler Way<\/em><\/strong><\/a>.<\/em><\/p>\n\n\n\n

To learn more, download your copy of The Sandler Advisor<\/strong><\/a> newsletter.<\/p>\n","protected":false},"excerpt":{"rendered":"

When you\u2019re in the middle of a prospecting discussion \u2013 that is, when you\u2019re initiating the first real-time voice-to-voice engagement with a possible buyer \u2013 what is your goal?<\/p>\n","protected":false},"author":35,"featured_media":12852,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1026,1115,1141,1136],"class_list":["post-12851","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-prospecting","tag-qualifying","tag-sales-strategies","tag-sales-success"],"acf":[],"yoast_head":"\nA Reason to Be Invited In - Sandler<\/title>\n<meta name=\"description\" content=\"When you\u2019re in the middle of a prospecting discussion \u2013 that is, when you\u2019re initiating the first real-time voice-to-voice engagement with a possible buyer \u2013 what is your goal?\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"A Reason to Be Invited In - Sandler\" \/>\n<meta property=\"og:description\" content=\"When you\u2019re in the middle of a prospecting discussion \u2013 that is, when you\u2019re initiating the first real-time voice-to-voice engagement with a possible buyer \u2013 what is your goal?\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2021-07-14T17:04:22+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-10-18T16:00:19+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/A-Reason-to-Be-Invited-In.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"1000\" \/>\n\t<meta property=\"og:image:height\" content=\"667\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Patrick Caroll\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Patrick Caroll\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/\",\"url\":\"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/\",\"name\":\"A Reason to Be Invited In - Sandler\",\"isPartOf\":{\"@id\":\"https:\/\/sandler.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/A-Reason-to-Be-Invited-In.jpeg\",\"datePublished\":\"2021-07-14T17:04:22+00:00\",\"dateModified\":\"2022-10-18T16:00:19+00:00\",\"author\":{\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/665b1b299ea541985490199b19cf7f16\"},\"description\":\"When you\u2019re in the middle of a prospecting discussion \u2013 that is, when you\u2019re initiating the first real-time voice-to-voice engagement with a possible buyer \u2013 what is your goal?\",\"breadcrumb\":{\"@id\":\"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/#primaryimage\",\"url\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/A-Reason-to-Be-Invited-In.jpeg\",\"contentUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/A-Reason-to-Be-Invited-In.jpeg\",\"width\":1000,\"height\":667,\"caption\":\"A Reason to Be Invited In\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/sandler.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"A Reason to Be Invited In\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/sandler.com\/#website\",\"url\":\"https:\/\/sandler.com\/\",\"name\":\"Sandler\",\"description\":\"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/sandler.com\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/665b1b299ea541985490199b19cf7f16\",\"name\":\"Patrick Caroll\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/4f7a009d5cb93cdeb87a967f6d1af67299e9abded8949dcb6c58fa5b8e7cae1a?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/4f7a009d5cb93cdeb87a967f6d1af67299e9abded8949dcb6c58fa5b8e7cae1a?s=96&d=mm&r=g\",\"caption\":\"Patrick Caroll\"},\"description\":\"Patrick Carroll is the Director of Marketing and Business Development for Focus Business Development, Inc., an authorized Sandler Training\u00ae center located in Richmond, Virginia. Patrick has been involved with the Sandler Training Network for over six years. Before and during college he spent time on the front lines in various customer facing positions within the commercial landscaping, retail & entertainment industries. After receiving his degree in Rhetoric & Communication at the University of Richmond, Patrick began working at Focus Business Development, Inc. at an entry level capacity. His role has grown into an integral part of the day to day marketing, selling & training activities within the business. Patrick possesses strong interests & skills in the elements of communication, rhetoric, & psychology relative to the human dynamics in business and selling scenarios. He is fascinated with sales & marketing alignment and how technology is transforming the business world and sales landscape. Patrick is a firm believer that (sales) success all boils down to the right attitude, the right behaviors & the right techniques.\",\"sameAs\":[\"https:\/\/www.focusbusiness.sandlersysdev.wpengine.com\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"A Reason to Be Invited In - Sandler","description":"When you\u2019re in the middle of a prospecting discussion \u2013 that is, when you\u2019re initiating the first real-time voice-to-voice engagement with a possible buyer \u2013 what is your goal?","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/","og_locale":"en_US","og_type":"article","og_title":"A Reason to Be Invited In - Sandler","og_description":"When you\u2019re in the middle of a prospecting discussion \u2013 that is, when you\u2019re initiating the first real-time voice-to-voice engagement with a possible buyer \u2013 what is your goal?","og_url":"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/","og_site_name":"Sandler","article_published_time":"2021-07-14T17:04:22+00:00","article_modified_time":"2022-10-18T16:00:19+00:00","og_image":[{"width":1000,"height":667,"url":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/A-Reason-to-Be-Invited-In.jpeg","type":"image\/jpeg"}],"author":"Patrick Caroll","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Patrick Caroll","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/","url":"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/","name":"A Reason to Be Invited In - Sandler","isPartOf":{"@id":"https:\/\/sandler.com\/#website"},"primaryImageOfPage":{"@id":"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/#primaryimage"},"image":{"@id":"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/#primaryimage"},"thumbnailUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/A-Reason-to-Be-Invited-In.jpeg","datePublished":"2021-07-14T17:04:22+00:00","dateModified":"2022-10-18T16:00:19+00:00","author":{"@id":"https:\/\/sandler.com\/#\/schema\/person\/665b1b299ea541985490199b19cf7f16"},"description":"When you\u2019re in the middle of a prospecting discussion \u2013 that is, when you\u2019re initiating the first real-time voice-to-voice engagement with a possible buyer \u2013 what is your goal?","breadcrumb":{"@id":"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/#primaryimage","url":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/A-Reason-to-Be-Invited-In.jpeg","contentUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/A-Reason-to-Be-Invited-In.jpeg","width":1000,"height":667,"caption":"A Reason to Be Invited In"},{"@type":"BreadcrumbList","@id":"https:\/\/sandler.com\/blog\/a-reason-to-be-invited-in\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/sandler.com\/"},{"@type":"ListItem","position":2,"name":"A Reason to Be Invited In"}]},{"@type":"WebSite","@id":"https:\/\/sandler.com\/#website","url":"https:\/\/sandler.com\/","name":"Sandler","description":"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/sandler.com\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/sandler.com\/#\/schema\/person\/665b1b299ea541985490199b19cf7f16","name":"Patrick Caroll","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/4f7a009d5cb93cdeb87a967f6d1af67299e9abded8949dcb6c58fa5b8e7cae1a?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/4f7a009d5cb93cdeb87a967f6d1af67299e9abded8949dcb6c58fa5b8e7cae1a?s=96&d=mm&r=g","caption":"Patrick Caroll"},"description":"Patrick Carroll is the Director of Marketing and Business Development for Focus Business Development, Inc., an authorized Sandler Training\u00ae center located in Richmond, Virginia. Patrick has been involved with the Sandler Training Network for over six years. Before and during college he spent time on the front lines in various customer facing positions within the commercial landscaping, retail & entertainment industries. After receiving his degree in Rhetoric & Communication at the University of Richmond, Patrick began working at Focus Business Development, Inc. at an entry level capacity. His role has grown into an integral part of the day to day marketing, selling & training activities within the business. Patrick possesses strong interests & skills in the elements of communication, rhetoric, & psychology relative to the human dynamics in business and selling scenarios. He is fascinated with sales & marketing alignment and how technology is transforming the business world and sales landscape. Patrick is a firm believer that (sales) success all boils down to the right attitude, the right behaviors & the right techniques.","sameAs":["https:\/\/www.focusbusiness.sandlersysdev.wpengine.com"]}]}},"_links":{"self":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/12851","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/users\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/comments?post=12851"}],"version-history":[{"count":0,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/12851\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media\/12852"}],"wp:attachment":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media?parent=12851"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/categories?post=12851"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/tags?post=12851"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}