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      Order Now!! Bonobos Paxton Slim Fit Plaid Poplin Sport Shirt

      Order Now!! Bonobos Paxton Slim Fit Plaid Poplin Sport Shirt

      2014-08-14 20:25:26 | Deals

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       Why is Cold Calling Like Buying New Shoes? You're walking down a street in your home town and you've got some time on your hands so you're browsing. You suddenly stop—transfixed by the fabulous shoes within the store window. Being a great fan of fabulous shoes you're feeling drawn to go into the store. At a shop entrance right onto your pathway is blocked by the sales clerk who demands: “Are you going to purchase 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 store clerk then persists in asking, “Are you going to purchase shoes from us today?” is there a likelihood that you will continue on into a store to buy shoes? Slim to none. Unfortunately, this is the type of scenario a large number of prospectors create for themselves when contacting. On an introductory call, that first call using a prospect, you're not asking that prospect to buy from you—you're asking the candidate to have a conversation along. Yes, ideally you need your prospect to acquire, however, that comes later. Here's a sample from a script I was sent recently to analyze: “Hello (Prospect's Name). I'm calling to learn if you happen to be happy with your overall vendor.” Few prospects, unless they're absolutely miserable, will answer “No, I'm not happy,” to that particular question. When faced with this form of question, even prospects who will be unhappy using their vendor will tell you they are perfectly content. This “are you currently happy?” question for you is exactly like asking a prospect “are you going to buy from us today?” in the entrance to the shop. It backfires and gets you the answer you don't want. Here's another example from your financial advisor who did his entire sale process over the telephone. I asked this financial advisor what his goal was for his 1st phone call which has a prospect. His response? “I want these to let me review their 401K.” That is not a realistic goal for any first telephone call. It's kind of like the “Are you going to purchase shoes from us today?” question. It's too far in the process to the first conversation. The advice I gave the financial advisor ended up being to chunk down his goals and make them manageable. For example: His first goal may be to get the outlook's agreement to have a conversation. The next goal may be to get answers to some specific questions. And so on. This financial advisor had to lay out his sales process. Later within the process he could ask to examine the 401K then he would likely to end up able to have that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the candidate's 401K it would be the same as the shoe clerk asking, “Are you going to buy shoes from us today?” It's too early inside process; it generates pressure which, therefore, causes pushback. Prospects flee, much as you would if accosted by way of a sales clerk on the entrance of a shoe store demanding to understand whether or not you might be planning to acquire. So review your process. Determine some small and manageable goals for each and every conversation. This will help you lead your prospect, detail by detail, via your sales process to arrive with the other end with all the sale. (c) 2009, Wendy Weiss

       

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        Bonobos Paxton Slim Fit Plaid Poplin Sport Shirt