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      Halogen#174; Gala Round Toe Flat (Women)

      Halogen#174; Gala Round Toe Flat (Women)

      2014-09-01 23:03:24 | 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 have some time on your hands so you're exploring. You suddenly stop—transfixed from the fabulous shoes inside the store window. Being a great fan of fabulous shoes you feel drawn to enter in the store. At the shop entrance the journey is blocked by way of a 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 the shop clerk then persists in asking, “Are you going to buy shoes from us today?” exactly what is the likelihood that you'll continue on into a shop to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario a large number of prospectors setup for themselves when talking to. On an introductory call, that first call using a prospect, you might be not asking that prospect to purchase from you—you might be asking the prospect to have a conversation along with you. Yes, ideally you want your prospect to buy, however, that comes later. Here's an illustration from a script I was sent recently to check: “Hello (Prospect's Name). I'm calling to determine if you are happy with your existing vendor.” Few prospects, unless these are absolutely miserable, will answer “No, I'm not happy,” fot it question. When faced with this sort of question, even prospects who will be unhappy making use of their vendor will tell you they're perfectly content. This “are you currently happy?” question is exactly like asking a prospect “do you think you're going to acquire from us today?” at the entrance to the store. It backfires and gets you the answer you do not want. Here's another example coming from a financial advisor who did his entire sale process over the telephone. I asked this financial advisor what his goal was for his initial phone call using a prospect. His response? “I want them to let me review their 401K.” That is not an authentic goal for the first call. It's a lot like the “Are you going to acquire shoes from us today?” question. It's too far in the process to the first conversation. The advice I gave the financial advisor was to chunk down his goals making them manageable. For example: His first goal might be to get the prospect's agreement to possess a conversation. The next goal could possibly be to get answers to some specific questions. And so on. This financial advisor necessary to lay out his sales process. Later inside process he could ask to examine the 401K and after that he would likely to end up able to get 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 buy shoes from us today?” It's too early inside process; it generates pressure which, therefore, causes pushback. Prospects flee, up to you would if accosted with a sales clerk at the entrance of your shoe store demanding to learn whether or not you are planning to buy. So take a look at process. Determine a collection of small and manageable goals for each and every conversation. This will help you lead your prospect, step by step, via your sales process to arrive with the other end while using sale. (c) 2009, Wendy Weiss

       

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        Halogen#174; Gala Round Toe Flat (Women)