For Sale Jimmy Choo Grand Tall Boot

For Sale Jimmy Choo Grand Tall Boot

2014-07-13 16:43:51 | 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 exploring. You suddenly stop—transfixed with the fabulous shoes inside the store window. Being a great fan of fabulous shoes you really feel drawn to go into the store. At the shop entrance your way is blocked with a sales clerk who demands: “Are you going to get 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 shop clerk then persists in asking, “Are you going to acquire shoes from us today?” what's the likelihood you will continue on into a store to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario a large number of prospectors set up for themselves when cold calling. On an introductory call, that first call using a prospect, you happen to be not asking that prospect to acquire from you—you happen to be asking the prospect to have a conversation along. Yes, ideally you would like your prospect to get, however, that comes later. Here's an example from a script I was sent recently to examine: “Hello (Prospect's Name). I'm calling to find out if you happen to be happy with your current vendor.” Few prospects, unless these are absolutely miserable, will answer “No, I'm not happy,” compared to that question. When faced with this type of question, even prospects who will be unhappy with their vendor will tell you they may be perfectly content. This “have you been happy?” question is exactly like asking a prospect “are you currently going to acquire from us today?” with the entrance to the shop. It backfires and gets you the answer you don't 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 1st phone call having a prospect. His response? “I want the crooks to let me review their 401K.” That is not an authentic goal for any first telephone call. It's kind of like the “Are you going to buy shoes from us today?” question. It's too far to the process for your 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 possibly be to get the candidate's agreement to experience a conversation. The next goal could possibly be to get solutions to some specific questions. And so on. This financial advisor required to lay out his sales process. Later within the process he could ask to check the 401K and after that he would probably be able to acquire that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the outlook's 401K it would be just 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, almost as much ast you would if accosted by the sales clerk with the entrance of a shoe store demanding to learn whether or not you happen to be planning to purchase. So research your process. Determine a collection of small and manageable goals for each and every conversation. This will help you lead your prospect, detail by detail, via your sales process to arrive at the other end using the sale. (c) 2009, Wendy Weiss

 

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