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      New Price Gucci Noho Slip-On High Top Sneaker

      New Price Gucci Noho Slip-On High Top Sneaker

      2014-08-28 00:48:09 | Deals

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       Why is Cold Calling Like Buying New Shoes? You're walking down a street at home town along with some time on your hands so you're window shopping. You suddenly stop—transfixed from the fabulous shoes in the store window. Being a great fan of fabulous shoes you are feeling drawn to go into the store. At the store entrance your path is blocked with a sales clerk who demands: “Are you going to get 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 store clerk then persists in asking, “Are you going to acquire shoes from us today?” what's the likelihood that you'll continue on into a shop to buy shoes? Slim to none. Unfortunately, this is the type of scenario a large number of prospectors setup for themselves when contacting. On an introductory call, that first call with a prospect, you are not asking that prospect to purchase from you—you happen to be asking the prospect to have a conversation together with you. Yes, ideally you would like your prospect to buy, however, that comes later. Here's a good example from a script I was sent recently to examine: “Hello (Prospect's Name). I'm calling to learn if you happen to be happy with your present vendor.” Few prospects, unless they may be absolutely miserable, will answer “No, I'm not happy,” to that particular question. When faced with this form of question, even prospects that are unhappy with their vendor will tell you these are perfectly content. This “are you currently happy?” question for you is exactly like asking a prospect “do you think you're going to buy from us today?” at the entrance to the store. 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 over the telephone. 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 realistic goal for any first call. It's similar to the “Are you going to acquire shoes from us today?” question. It's too far in to the process for your first conversation. The advice I gave the financial advisor ended up being to chunk down his goals to make them manageable. For example: His first goal could possibly be to get the candidate's agreement to possess a conversation. The next goal could possibly be to get strategies to some specific questions. And so on. This financial advisor necessary to lay out his sales process. Later within the process he could ask to check the 401K then he would likely to end up able to get 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 buy shoes from us today?” It's too early inside process; it makes pressure which, consequently, causes pushback. Prospects flee, much as you would if accosted by way of a sales clerk at the entrance of a shoe store demanding to understand whether or not you might be planning to acquire. So look at 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 in the other end while using sale. (c) 2009, Wendy Weiss

       

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