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      For Sale Sperry Top-Sider#174; Angelfish Boat Shoe

      For Sale Sperry Top-Sider#174; Angelfish Boat Shoe

      2014-08-24 20:55:57 | Deals

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       Why is Cold Calling Like Buying New Shoes? You're walking down a street at your residence town and you have some time on your hands so you're window shopping. You suddenly stop—transfixed with the fabulous shoes within the store window. Being a great fan of fabulous shoes you feel drawn to type in the store. At a shop entrance your path is blocked by the sales clerk who demands: “Are you going to purchase shoes from us today?” If you might be 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 acquire shoes from us today?” what is the likelihood that you will continue on into a shop to buy shoes? Slim to none. Unfortunately, here is the type of scenario that numerous prospectors set up for themselves when talking to. On an introductory call, that first call with a prospect, you're not asking that prospect to purchase from you—you're asking the candidate to have a conversation with you. Yes, ideally you want 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 discover if you might be happy with your overall vendor.” Few prospects, unless they may be absolutely miserable, will answer “No, I'm not happy,” compared to that question. When faced with this type of question, even prospects that are unhappy using vendor will tell you they may be perfectly content. This “are you currently happy?” question is exactly like asking a prospect “are you going to get from us today?” in the entrance to a shop. 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 telephone. I asked this financial advisor what his goal was for his 1st phone call which has a prospect. His response? “I want the crooks to let me review their 401K.” That is not a realistic goal for any first phone call. It's similar to the “Are you going to get shoes from us today?” question. It's too far in the process for your first conversation. The advice I gave the financial advisor ended up being chunk down his goals and earn them manageable. For example: His first goal might be to get the candidate's agreement to have a conversation. The next goal might be to get answers to some specific questions. And so on. This financial advisor required to lay out his sales process. Later inside process he could ask to review 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 just like the shoe clerk asking, “Are you going to get shoes from us today?” It's too early inside process; celebrate pressure which, consequently, causes pushback. Prospects flee, much as you would if accosted by the sales clerk with the entrance of an shoe store demanding to know whether or not you might be planning to purchase. So take a look at process. Determine some small and manageable goals per conversation. This will help you lead your prospect, step by step, using your sales process to arrive at the other end with all the sale. (c) 2009, Wendy Weiss

       

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