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Why is Cold Calling Like Buying New Shoes? You're walking down a street at your residence town along with some time on your hands so you're exploring. You suddenly stop—transfixed from the fabulous shoes within the store window. Being a great fan of fabulous shoes you're feeling drawn to enter in the store. At the shop entrance your path is blocked by a sales clerk who demands: “Are you going to purchase shoes from us today?” If you are 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 acquire shoes from us today?” what's the likelihood you will continue on into the shop to buy shoes? Slim to none. Unfortunately, this is the type of scenario a large number of prospectors create for themselves when contacting. On an introductory call, that first call having a prospect, you're not asking that prospect to buy from you—you're asking the candidate to have a conversation together with you. Yes, ideally you desire your prospect to get, 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 discover if you might be happy with your current vendor.” Few prospects, unless these are absolutely miserable, will answer “No, I'm not happy,” to that particular question. When faced with this sort of question, even prospects who're unhappy using their vendor will tell you they're perfectly content. This “do you think you're happy?” question is exactly like asking a prospect “are you currently going to purchase from us today?” at the entrance to a shop. It backfires and gets you the answer you do not want. Here's another example from your financial advisor who did his entire sale process on the phone. I asked this financial advisor what his goal was for his 1st phone call with a prospect. His response? “I want them to let me review their 401K.” That is not a practical goal for any first telephone call. It's kind of like the “Are you going to acquire shoes from us today?” question. It's too far in the process for the 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 candidate's agreement to possess a conversation. The next goal could 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 examine the 401K and after that he would likely to end up able to obtain 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 purchase shoes from us today?” It's too early inside the process; it makes pressure which, subsequently, causes pushback. Prospects flee, much as you would if accosted by way of a sales clerk with the entrance of a shoe store demanding to know whether or not you are planning to acquire. So review your process. Determine a collection of small and manageable goals for each 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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