Review Menbur Taverner Pump
2014-07-14 19:39:47 | DealsRead: Want to Buy Menbur Taverner Pump ?
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Average rating:4.5, based on
90 reviews
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Why is Cold Calling Like Buying New Shoes? You're walking down a street at home town along with some time on your hands so you're window shopping. You suddenly stop—transfixed from the fabulous shoes inside store window. Being a great fan of fabulous shoes you are feeling drawn to enter the store. At a store entrance the journey is blocked by a sales clerk who demands: “Are you going to purchase 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 a shop clerk then persists in asking, “Are you going to get shoes from us today?” what's the likelihood that you're going to continue on into a shop to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario that many prospectors create for themselves when cold calling. On an introductory call, that first call which has a prospect, you are not asking that prospect to get from you—you happen to be asking the outlook to have a conversation with you. Yes, ideally you would like your prospect to purchase, however, that comes later. Here's an illustration from a script I was sent recently to analyze: “Hello (Prospect's Name). I'm calling to learn if you're happy with your present vendor.” Few prospects, unless they're absolutely miserable, will answer “No, I'm not happy,” fot it question. When faced with this sort of question, even prospects who will be unhappy using their vendor will tell you they may be perfectly content. This “are you happy?” question is exactly like asking a prospect “have you been going to buy from us today?” on the entrance to a store. It backfires and gets you the answer you don't want. Here's another example from the financial advisor who did his entire sale process over the telephone. I asked this financial advisor what his goal was for his very first phone call having a prospect. His response? “I want them to let me review their 401K.” That is not a practical goal for a first phone call. It's similar to the “Are you going to purchase shoes from us today?” question. It's too far into the process for that first conversation. The advice I gave the financial advisor ended up being chunk down his goals to make them manageable. For example: His first goal could possibly be to get the candidate's agreement to have 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 check the 401K then he would apt to be able to get 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 acquire shoes from us today?” It's too early within the process; celebrate pressure which, subsequently, causes pushback. Prospects flee, up to you would if accosted by a sales clerk with the entrance of the shoe store demanding to know whether or not you might be planning to buy. So review your process. Determine a couple of small and manageable goals per conversation. This will help you lead your prospect, step-by-step, through your sales process to arrive at the other end with all the sale. (c) 2009, Wendy Weiss