New Price Dolce Vita Halima Bootie (Women)

New Price Dolce Vita Halima Bootie (Women)

2014-09-02 20:56:22 | 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 the store window. Being a great fan of fabulous shoes you feel drawn to type in the store. At a shop entrance your way is blocked by a sales clerk who demands: “Are you going to buy 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 the shop to buy shoes? Slim to none. Unfortunately, this is the type of scenario a large number of prospectors set up for themselves when talking to. On an introductory call, that first call using a prospect, you might be not asking that prospect to buy from you—you might be asking the prospect to have a conversation along. Yes, ideally you want your prospect to purchase, however, that comes later. Here's a good example from a script I was sent recently to review: “Hello (Prospect's Name). I'm calling to find out if you are 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 form of question, even prospects who will be unhappy using vendor will tell you these are perfectly content. This “are you currently happy?” question for you is exactly like asking a prospect “are you currently going to acquire from us today?” on the entrance to the 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 phone. I asked this financial advisor what his goal was for his initial 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 mobile call. It's similar to the “Are you going to buy shoes from us today?” question. It's too far in to the process to the first conversation. The advice I gave the financial advisor was to chunk down his goals to make them manageable. For example: His first goal may be to get the candidate's agreement to get a conversation. The next goal may be to get solutions 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 and then he would probably 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 much like the shoe clerk asking, “Are you going to purchase shoes from us today?” It's too early within the process; it creates pressure which, subsequently, causes pushback. Prospects flee, up to you would if accosted by a sales clerk on the entrance of the shoe store demanding to know whether or not you happen to be planning to get. So review your process. Determine a collection of small and manageable goals for every conversation. This will help you lead your prospect, step-by-step, through your sales process to arrive on the other end using the sale. (c) 2009, Wendy Weiss

 

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