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#1 Drew Bounce II - Taupe CalfLook Check Price Drew Bounce II - Taupe Calf![]() Product Name : Drew Bounce II - Taupe Calf
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Why is Cold Calling Like Buying New Shoes? You're walking down a street at home town along with some time on your hands so you're window shopping. You suddenly stop—transfixed from the fabulous shoes in the store window. Being a great fan of fabulous shoes you are feeling drawn to enter the store. At the store entrance your path is blocked by a sales clerk who demands: “Are you going to acquire 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 get shoes from us today?” what's the likelihood that you will continue on into a store to buy shoes? Slim to none. Unfortunately, this is the type of scenario that numerous prospectors create for themselves when contacting. On an introductory call, that first call which has a prospect, you are not asking that prospect to get from you—you are asking the outlook to have a conversation with you. Yes, ideally you want your prospect to purchase, however, that comes later. Here's a good example from a script I was sent recently to check: “Hello (Prospect's Name). I'm calling to discover if you're happy with your present vendor.” Few prospects, unless these are absolutely miserable, will answer “No, I'm not happy,” compared to that question. When faced with this form of question, even prospects who are unhappy using their vendor will tell you they are perfectly content. This “are you currently happy?” question is exactly like asking a prospect “are you going to get from us today?” at the entrance to a store. It backfires and gets you the answer that you do not want. Here's another example from a financial advisor who did his entire sale process over the telephone. I asked this financial advisor what his goal was for his very first phone call which has a prospect. His response? “I want these to let me review their 401K.” That is not an authentic goal for any first phone call. It's a lot like the “Are you going to get shoes from us today?” question. It's too far to the process for that first conversation. The advice I gave the financial advisor ended up being chunk down his goals making them manageable. For example: His first goal could possibly be to get the candidate's agreement to have a conversation. The next goal may be to get answers to some specific questions. And so on. This financial advisor necessary to lay out his sales process. Later inside the process he could ask to analyze the 401K then he would apt to 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 exactly like the shoe clerk asking, “Are you going to get shoes from us today?” It's too early in the process; it makes pressure which, therefore, causes pushback. Prospects flee, almost as much ast you would if accosted by way of a sales clerk on the entrance of the shoe store demanding to know whether or not you are planning to purchase. So look at your process. Determine some small and manageable goals for every conversation. This will help you lead your prospect, detail by detail, using your sales process to arrive on the other end while using sale. (c) 2009, Wendy Weiss |