<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

Improve Sales Performance! Breakthrough Using the NERO Formula

Improve Your Sales Performace!Sometimes, despite all our efforts to break the ice and establish credibility in advance of that first call to a prospect, and despite having well-crafted and articulated valid business reasons, the prospect is still reluctant to see us.

What can you do at that ‘moment of truth’ on the phone?

Remember the NERO formula! 

N - Name the resistance: “It sounds to me, Bill, that you’re afraid our meeting would be a waste of your valuable time.”

E - Empathize: “And I know how you feel. All my other big clients are pressed for time, too.”

R - Redirect: “But they’ve discovered that we have the resources to design solutions to their problems; hence, boost their profits.”

O - Overcome: “All I’d like you to do right now is to set aside about 45 minutes for us to talk, so I can get a better feel for some of the challenges you’re facing. After that, I can get to work developing some ideas to help you. Which day would be better for you . . . ?”

NERO is no substitute for a well-designed strategy to secure an appointment, but it could help you out of a jam on the phone, and into the prospect’s office.



Subscribe to RSS feed Add us on Facebook! Follow us on twitter! Connect with us on LinkedIn!

Topics: sales performance Sales