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2014-09-25 11:54:38 | Deals

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 Why is Cold Calling Like Buying New Shoes? You're walking down a street at your residence town and you've got some time on your hands so you're browsing. You suddenly stop—transfixed with the fabulous shoes inside store window. Being a great fan of fabulous shoes you really feel drawn to enter the store. At the store entrance your path is blocked by the sales clerk who demands: “Are you going to get shoes from us today?” If you might 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 buy shoes from us today?” exactly what is the likelihood that you will continue on into a store to buy shoes? Slim to none. Unfortunately, this can be a type of scenario that numerous prospectors build for themselves when cold calling. On an introductory call, that first call having a prospect, you might be not asking that prospect to purchase from you—you might be asking the prospect to have a conversation with you. Yes, ideally you desire your prospect to purchase, 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 determine if you're happy with your overall vendor.” Few prospects, unless they're absolutely miserable, will answer “No, I'm not happy,” to that question. When faced with this form of question, even prospects who will be unhappy with their vendor will tell you they're perfectly content. This “have you been happy?” real question is exactly like asking a prospect “have you been going to get from us today?” with the entrance to a shop. It backfires and gets you the answer that you do not want. Here's another example from the financial advisor who did his entire sale process on the telephone. I asked this financial advisor what his goal was for his primary phone call using a prospect. His response? “I want these phones let me review their 401K.” That is not a practical goal to get a first telephone call. It's similar to the “Are you going to buy shoes from us today?” question. It's too far to the process for the first conversation. The advice I gave the financial advisor ended up being to chunk down his goals making them manageable. For example: His first goal might be to get the outlook'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 within the process he could ask to analyze the 401K and 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 exactly like the shoe clerk asking, “Are you going to acquire shoes from us today?” It's too early within the process; it makes pressure which, subsequently, causes pushback. Prospects flee, up to you would if accosted by way of a sales clerk with the entrance of your shoe store demanding to understand whether or not you might be planning to acquire. So look at your process. Determine some small and manageable goals for each and every conversation. This will help you lead your prospect, step by step, using your sales process to arrive on the other end with the sale. (c) 2009, Wendy Weiss

 

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