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      See Price S#246;fft Parveen Boot (Women)

      See Price S#246;fft Parveen Boot (Women)

      2014-09-09 04:39:57 | Deals

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       Why is Cold Calling Like Buying New Shoes? You're walking down a street in your home town plus you've got some time on your hands so you're window shopping. You suddenly stop—transfixed from the fabulous shoes inside the store window. Being a great fan of fabulous shoes you are feeling drawn to go into the store. At the store entrance your way is blocked by the sales clerk who demands: “Are you going to acquire 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 purchase shoes from us today?” exactly what is the likelihood that you'll continue on into the store to buy shoes? Slim to none. Unfortunately, this is the type of scenario that lots of prospectors set up for themselves when contacting. On an introductory call, that first call which has a prospect, you happen to be not asking that prospect to get from you—you might be asking the candidate to have a conversation with you. Yes, ideally you would like your prospect to acquire, however, that comes later. Here's an example from a script I was sent recently to analyze: “Hello (Prospect's Name). I'm calling to learn 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 sort of question, even prospects who are unhappy making use of their vendor will tell you these are perfectly content. This “have you been 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 coming from a 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 using a prospect. His response? “I want them 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 acquire shoes from us today?” question. It's too far into the process for the first conversation. The advice I gave the financial advisor was to chunk down his goals and earn them manageable. For example: His first goal might be to get the outlook's agreement to get a conversation. The next goal might be to get answers to some specific questions. And so on. This financial advisor needed to lay out his sales process. Later inside process he could ask to check the 401K after which he would likely to end up able to obtain that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the outlook'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 process; it creates pressure which, subsequently, causes pushback. Prospects flee, much as you would if accosted by way of a sales clerk on the entrance of an shoe store demanding to learn whether or not you happen to be planning to get. So look at 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 while using sale. (c) 2009, Wendy Weiss

       

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