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2014-09-22 12:55:48 | Deals

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 Why is Cold Calling Like Buying New Shoes? You're walking down a street at your residence town plus you've got some time on your hands so you're browsing. You suddenly stop—transfixed with the fabulous shoes inside store window. Being a great fan of fabulous shoes you are feeling drawn to go into the store. At the store entrance right onto your pathway is blocked by a sales clerk who demands: “Are you going to get 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 store clerk then persists in asking, “Are you going to get shoes from us today?” is there a likelihood that you'll continue on into the shop to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario that numerous prospectors setup for themselves when cold calling. On an introductory call, that first call having a prospect, you happen to be not asking that prospect to get from you—you're asking the chance to have a conversation along. Yes, ideally you would like your prospect to purchase, however, that comes later. Here's an example from a script I was sent recently to review: “Hello (Prospect's Name). I'm calling to discover if you might be happy with your current vendor.” Few prospects, unless these are absolutely miserable, will answer “No, I'm not happy,” fot it question. When faced with this form of question, even prospects that are unhappy with their vendor will tell you they are perfectly content. This “do you think you're happy?” question for you is exactly like asking a prospect “are you currently going to acquire from us today?” on the entrance to a store. It backfires and gets you the answer that you do not want. Here's another example from your 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 which has a prospect. His response? “I want them to let me review their 401K.” That is not a practical goal for a first call. It's a lot like the “Are you going to get shoes from us today?” question. It's too far in to the process for that first conversation. The advice I gave the financial advisor would have been to chunk down his goals and earn them manageable. For example: His first goal may be to get the chance's agreement to possess a conversation. The next goal may be to get techniques to some specific questions. And so on. This financial advisor required to lay out his sales process. Later in the process he could ask to review the 401K after which he would probably be able to acquire that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the prospect's 401K it would be much like the shoe clerk asking, “Are you going to acquire shoes from us today?” It's too early inside process; it creates pressure which, in turn, causes pushback. Prospects flee, much as you would if accosted with a sales clerk at the entrance of an shoe store demanding to understand whether or not you're planning to purchase. So take a look at process. Determine a couple of 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 using the sale. (c) 2009, Wendy Weiss

 

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