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Why is Cold Calling Like Buying New Shoes? You're walking down a street at home town and you have some time on your hands so you're browsing. You suddenly stop—transfixed through the fabulous shoes inside the store window. Being a great fan of fabulous shoes you're feeling drawn to type in the store. At a shop entrance the journey is blocked by the sales clerk who demands: “Are you going to get 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 buy shoes from us today?” what's the likelihood that you're going to continue on into a store to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario that numerous prospectors setup for themselves when talking to. On an introductory call, that first call which has a prospect, you happen to be not asking that prospect to get from you—you are asking the outlook to have a conversation together with you. Yes, ideally you want your prospect to acquire, however, that comes later. Here's a good example from a script I was sent recently to review: “Hello (Prospect's Name). I'm calling to determine if you might be happy with your present vendor.” Few prospects, unless these are absolutely miserable, will answer “No, I'm not happy,” fot it question. When faced with this kind of question, even prospects who will be unhappy using their vendor will tell you these are perfectly content. This “have you been happy?” question is exactly like asking a prospect “are you going to get from us today?” with the entrance to the store. It backfires and gets you the answer that you don't want. Here's another example coming from a 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 having a prospect. His response? “I want these phones 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 that first conversation. The advice I gave the financial advisor ended up being chunk down his goals making them manageable. For example: His first goal could be to get the chance's agreement to possess a conversation. The next goal could be to get strategies 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 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 outlook's 401K it would be much like the shoe clerk asking, “Are you going to get shoes from us today?” It's too early inside the process; it creates pressure which, therefore, causes pushback. Prospects flee, almost as much ast you would if accosted with a sales clerk in the entrance of an shoe store demanding to find out whether or not you are planning to acquire. So take a look at process. Determine a collection of small and manageable goals per conversation. This will help you lead your prospect, detail by detail, via your sales process to arrive with the other end using the sale. (c) 2009, Wendy Weiss
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