Check Price Me Too Bally Flat (Women)

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2014-09-22 14:01:02 | Deals

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 Why is Cold Calling Like Buying New Shoes? You're walking down a street at home town plus you've got some time on your hands so you're window shopping. You suddenly stop—transfixed by the fabulous shoes inside the store window. Being a great fan of fabulous shoes you're feeling drawn to type in the store. At a store entrance the journey is blocked by way of a 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 store clerk then persists in asking, “Are you going to buy shoes from us today?” what's the likelihood that you will continue on into the shop to buy shoes? Slim to none. Unfortunately, here is the type of scenario that numerous prospectors set up for themselves when talking to. On an introductory call, that first call which has a prospect, you're not asking that prospect to buy from you—you are asking the prospect to have a conversation with you. Yes, ideally you desire your prospect to purchase, 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 might be happy with your current vendor.” Few prospects, unless they're absolutely miserable, will answer “No, I'm not happy,” to that particular question. When faced with this kind of question, even prospects who will be unhappy with their vendor will tell you these are perfectly content. This “are you happy?” question for you is exactly like asking a prospect “have you been going to acquire from us today?” at the entrance to the store. It backfires and gets you the answer that you don't want. Here's another example from a financial advisor who did his entire sale process over the telephone. I asked this financial advisor what his goal was for his 1st phone call with a prospect. His response? “I want these to let me review their 401K.” That is not a realistic goal to get a first telephone call. It's similar to the “Are you going to acquire shoes from us today?” question. It's too far into the process to the first conversation. The advice I gave the financial advisor ended up being chunk down his goals to make them manageable. For example: His first goal may be to get the prospect's agreement to experience a conversation. The next goal could possibly be to get solutions to some specific questions. And so on. This financial advisor required to lay out his sales process. Later in the process he could ask to review the 401K then he would oftimes be able to obtain 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 inside process; it makes pressure which, consequently, causes pushback. Prospects flee, up to you would if accosted by way of a sales clerk with the entrance of a shoe store demanding to know whether or not you are planning to get. So look at your process. Determine some small and manageable goals per conversation. This will help you lead your prospect, step-by-step, using your sales process to arrive at the other end while using sale. (c) 2009, Wendy Weiss

 

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