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2014-08-30 20:03:12 | Deals

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 Why is Cold Calling Like Buying New Shoes? You're walking down a street in your house town and you've got some time on your hands so you're exploring. You suddenly stop—transfixed by the fabulous shoes inside store window. Being a great fan of fabulous shoes you are feeling drawn to go into the store. At a store entrance your way is blocked by a sales clerk who demands: “Are you going to get shoes from us today?” If you are like most you'll respond, “Huh?” Possibly you'll say, “Well I don't know yet.” If a shop clerk then persists in asking, “Are you going to get shoes from us today?” is there a likelihood that you're going to continue on into the shop to buy shoes? Slim to none. Unfortunately, here is the type of scenario that numerous prospectors setup for themselves when contacting. On an introductory call, that first call having a prospect, you happen to be not asking that prospect to get from you—you are asking the prospect to have a conversation with you. Yes, ideally you want your prospect to purchase, however, that comes later. Here's an example from a script I was sent recently to check: “Hello (Prospect's Name). I'm calling to find out if you might be happy with your existing vendor.” Few prospects, unless these are absolutely miserable, will answer “No, I'm not happy,” compared to that question. When faced with this type of question, even prospects that are unhappy using vendor will tell you they may be perfectly content. This “do you think you're happy?” real question is exactly like asking a prospect “have you been going to acquire from us today?” on the entrance to the store. It backfires and gets you the answer that you do not want. Here's another example from your financial advisor who did his entire sale process on the phone. I asked this financial advisor what his goal was for his primary phone call which has a prospect. His response? “I want these phones let me review their 401K.” That is not a practical goal for a first phone call. It's similar to the “Are you going to buy shoes from us today?” question. It's too far in to the process for that first conversation. The advice I gave the financial advisor would have been to chunk down his goals and earn them manageable. For example: His first goal could be to get the chance's agreement to possess a conversation. The next goal could be to get strategies to some specific questions. And so on. This financial advisor needed to lay out his sales process. Later inside the process he could ask to examine the 401K after which he would oftimes be able to obtain that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the outlook's 401K it would be just like the shoe clerk asking, “Are you going to buy shoes from us today?” It's too early inside the process; it makes pressure which, therefore, causes pushback. Prospects flee, up to you would if accosted by way of a sales clerk in the entrance of the shoe store demanding to understand whether or not you're planning to acquire. So research your process. Determine a set of small and manageable goals for each and every conversation. This will help you lead your prospect, step-by-step, through your sales process to arrive in the other end with the sale. (c) 2009, Wendy Weiss

 

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