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Why is Cold Calling Like Buying New Shoes? You're walking down a street at your residence town along with some time on your hands so you're browsing. You suddenly stop—transfixed by the fabulous shoes within the store window. Being a great fan of fabulous shoes you are feeling drawn to enter the store. At a store entrance right onto your pathway is blocked with a sales clerk who demands: “Are you going to acquire shoes from us today?” If you're 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 purchase shoes from us today?” what is the likelihood that you'll continue on into the shop to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario that numerous prospectors create for themselves when talking to. On an introductory call, that first call which has a prospect, you're not asking that prospect to get from you—you happen to be asking the prospect to have a conversation along with you. Yes, ideally you would like your prospect to buy, however, that comes later. Here's a sample from a script I was sent recently to check: “Hello (Prospect's Name). I'm calling to discover if you happen to be happy with your existing 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 who will be unhappy using their vendor will tell you they are perfectly content. This “do you think you're 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 don't want. Here's another example from your financial advisor who did his entire sale process over the telephone. I asked this financial advisor what his goal was for his primary phone call using a prospect. His response? “I want the crooks to let me review their 401K.” That is not a practical goal for any first call. It's similar to the “Are you going to purchase shoes from us today?” question. It's too far in the process for that 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 may be to get the outlook's agreement to have a conversation. The next goal could be to get techniques to some specific questions. And so on. This financial advisor necessary 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 acquire that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the candidate's 401K it would be much like the shoe clerk asking, “Are you going to buy shoes from us today?” It's too early inside the process; celebrate pressure which, consequently, causes pushback. Prospects flee, much as you would if accosted by a sales clerk with the entrance of a shoe store demanding to learn whether or not you might be planning to get. So look at your process. Determine a couple of small and manageable goals for each conversation. This will help you lead your prospect, step by step, through your sales process to arrive in the other end using the sale. (c) 2009, Wendy Weiss