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	 Bruno Menegatti  44305 - Rich Brown Rugine

	 Bruno Menegatti  44305 - Rich Brown Rugine
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 Why is Cold Calling Like Buying New Shoes? You're walking down a street in your house town plus you've got some time on your hands so you're exploring. You suddenly stop—transfixed from the fabulous shoes in the store window. Being a great fan of fabulous shoes you feel drawn to enter the store. At a shop entrance your path is blocked by the 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 the store clerk then persists in asking, “Are you going to buy shoes from us today?” what's the likelihood that you'll continue on into a shop to buy shoes? Slim to none. Unfortunately, this can be a type of scenario that numerous prospectors create 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 happen to be asking the outlook to have a conversation along with you. Yes, ideally you need 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're happy with your overall vendor.” Few prospects, unless they are absolutely miserable, will answer “No, I'm not happy,” to that particular question. When faced with this sort of question, even prospects that are unhappy using vendor will tell you they're perfectly content. This “are you happy?” question is exactly like asking a prospect “have you been going to acquire from us today?” at the entrance to the store. It backfires and gets you the answer you don't 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 initial phone call using a prospect. His response? “I want these phones let me review their 401K.” That is not an authentic goal for the first phone call. It's similar to the “Are you going to purchase shoes from us today?” question. It's too far to the process for your first conversation. The advice I gave the financial advisor ended up being to chunk down his goals and earn them manageable. For example: His first goal may be to get the candidate's agreement to get a conversation. The next goal might be to get solutions to some specific questions. And so on. This financial advisor required to lay out his sales process. Later within the process he could ask to check the 401K then he would likely to end up able to obtain that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the chance's 401K it would be much like the shoe clerk asking, “Are you going to purchase shoes from us today?” It's too early in the process; celebrate pressure which, consequently, causes pushback. Prospects flee, almost as much ast you would if accosted with a sales clerk with the entrance of an shoe store demanding to know whether or not you happen to be planning to get. So look at your process. Determine a collection of small and manageable goals for each conversation. This will help you lead your prospect, in depth, via your sales process to arrive on the other end using the sale. (c) 2009, Wendy Weiss

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    Bruno Menegatti 44305 - Rich Brown Rugine