Look Price Badgley Mischka Livia Pointy Toe Pump (Women)

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2014-08-17 10:44:41 | Deals

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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 window shopping. You suddenly stop—transfixed by the fabulous shoes inside store window. Being a great fan of fabulous shoes you feel drawn to type in the store. At the store entrance your way is blocked by way of 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 a store clerk then persists in asking, “Are you going to buy shoes from us today?” what is the likelihood that you're going to continue on into a shop to buy shoes? Slim to none. Unfortunately, this can be a type of scenario that numerous prospectors set up for themselves when contacting. On an introductory call, that first call which has a prospect, you are not asking that prospect to buy from you—you might be asking the chance to have a conversation along with you. Yes, ideally you would like your prospect to get, however, that comes later. Here's an illustration from a script I was sent recently to examine: “Hello (Prospect's Name). I'm calling to discover if you happen to 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 type of question, even prospects who're unhappy using vendor will tell you these are perfectly content. This “are you currently happy?” question is exactly like asking a prospect “do you think you're going to get from us today?” at the entrance to a shop. It backfires and gets you the answer that you don't want. Here's another example from your financial advisor who did his entire sale process over the telephone. I asked this financial advisor what his goal was for his initial phone call using a prospect. His response? “I want the crooks to let me review their 401K.” That is not an authentic goal to get a first call. It's a lot like the “Are you going to purchase shoes from us today?” question. It's too far in to the process to the first conversation. The advice I gave the financial advisor would have been to chunk down his goals and make them manageable. For example: His first goal might be to get the prospect's agreement to have a conversation. The next goal may be to get answers to some specific questions. And so on. This financial advisor had to lay out his sales process. Later in the process he could ask to analyze the 401K then he would oftimes be able to have that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the prospect's 401K it would be just like the shoe clerk asking, “Are you going to acquire shoes from us today?” It's too early inside the process; celebrate pressure which, consequently, causes pushback. Prospects flee, up to you would if accosted by the sales clerk on the entrance of a shoe store demanding to find out whether or not you might be planning to acquire. So review your process. Determine a collection of small and manageable goals for every conversation. This will help you lead your prospect, detail by detail, through your sales process to arrive at the other end while using sale. (c) 2009, Wendy Weiss

 

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