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      New Price UGG#174; Australia Mini Bailey Bow Boot (Women)

      New Price UGG#174; Australia Mini Bailey Bow Boot (Women)

      2014-08-18 15:18:11 | 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 browsing. You suddenly stop—transfixed through the fabulous shoes inside store window. Being a great fan of fabulous shoes you are feeling drawn to go into the store. At the shop entrance your way is blocked by a sales clerk who demands: “Are you going to acquire shoes from us today?” If you happen to be 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 acquire shoes from us today?” is there a likelihood that you're going to continue on into the shop to buy shoes? Slim to none. Unfortunately, this is the type of scenario that numerous prospectors setup for themselves when cold calling. On an introductory call, that first call using a prospect, you're not asking that prospect to get 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 a good example from a script I was sent recently to analyze: “Hello (Prospect's Name). I'm calling to find out if you are happy with your current vendor.” Few prospects, unless they are absolutely miserable, will answer “No, I'm not happy,” fot it question. When faced with this form of question, even prospects who are unhappy making use of their vendor will tell you they're perfectly content. This “are you currently happy?” question for you is exactly like asking a prospect “are you going to get from us today?” on the entrance to a store. It backfires and gets you the answer that you don't want. Here's another example from a financial advisor who did his entire sale process on the telephone. I asked this financial advisor what his goal was for his very first phone call using a prospect. His response? “I want these to let me review their 401K.” That is not a practical goal to get a first call. It's similar to the “Are you going to buy shoes from us today?” question. It's too far into the process for that first conversation. The advice I gave the financial advisor would have been to chunk down his goals making them manageable. For example: His first goal could be to get the candidate's agreement to experience a conversation. The next goal could possibly be to get answers to some specific questions. And so on. This financial advisor had to lay out his sales process. Later inside the process he could ask to review the 401K after which he would oftimes be able to acquire that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the chance's 401K it would be the same as the shoe clerk asking, “Are you going to get shoes from us today?” It's too early inside the process; it generates pressure which, therefore, causes pushback. Prospects flee, much as you would if accosted by a sales clerk at the entrance of a shoe store demanding to know whether or not you might be planning to acquire. So take a look at process. Determine some small and manageable goals for each conversation. This will help you lead your prospect, in depth, via your sales process to arrive with the other end while using sale. (c) 2009, Wendy Weiss

       

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