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	 Aetrex  Kailey Ankle Boot - Cognac Leather

	 Aetrex  Kailey Ankle Boot - Cognac Leather
Product Name :  Aetrex Kailey Ankle Boot - Cognac Leather
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 Why is Cold Calling Like Buying New Shoes? You're walking down a street in your house town along with some time on your hands so you're exploring. You suddenly stop—transfixed with the fabulous shoes within the store window. Being a great fan of fabulous shoes you're feeling drawn to enter the store. At the shop entrance right onto your pathway is blocked by a sales clerk who demands: “Are you going to purchase shoes from us today?” If you're like most you'll respond, “Huh?” Possibly you'll say, “Well I don't know yet.” If a store clerk then persists in asking, “Are you going to purchase shoes from us today?” what is the likelihood that you'll continue on into a shop to buy shoes? Slim to none. Unfortunately, this is the type of scenario a large number of prospectors build for themselves when cold calling. On an introductory call, that first call which has a prospect, you might be not asking that prospect to acquire from you—you're asking the prospect to have a conversation together with you. Yes, ideally you would like your prospect to buy, however, that comes later. Here's an illustration from a script I was sent recently to examine: “Hello (Prospect's Name). I'm calling to learn if you might be happy with your current vendor.” Few prospects, unless they're absolutely miserable, will answer “No, I'm not happy,” to that question. When faced with this type of question, even prospects who're unhappy making use of their vendor will tell you they are perfectly content. This “are you happy?” question is exactly like asking a prospect “are you going to acquire from us today?” on the entrance to the store. It backfires and gets you the answer you do not want. Here's another example from the 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 using a prospect. His response? “I want these to let me review their 401K.” That is not a practical goal for any first phone call. It's similar to the “Are you going to buy shoes from us today?” question. It's too far to the process for your first conversation. The advice I gave the financial advisor would have been to chunk down his goals to make them manageable. For example: His first goal could be to get the candidate's agreement to have a conversation. The next goal may be to get strategies to some specific questions. And so on. This financial advisor required to lay out his sales process. Later inside the process he could ask to check the 401K then he would oftimes be able to get that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the candidate's 401K it would be just like the shoe clerk asking, “Are you going to buy shoes from us today?” It's too early within the process; celebrate pressure which, therefore, causes pushback. Prospects flee, much as you would if accosted by a sales clerk in the entrance of your shoe store demanding to learn whether or not you might be planning to acquire. So review your process. Determine a set of small and manageable goals for each conversation. This will help you lead your prospect, step by step, via your sales process to arrive with the other end with all the sale. (c) 2009, Wendy Weiss

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    Aetrex Kailey Ankle Boot - Cognac Leather