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      2014-07-14 08:59:05 | Deals

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       Why is Cold Calling Like Buying New Shoes? You're walking down a street in your home town plus you've got some time on your hands so you're exploring. You suddenly stop—transfixed by the fabulous shoes inside the store window. Being a great fan of fabulous shoes you feel drawn to enter the store. At the shop entrance your path is blocked by way of a sales clerk who demands: “Are you going to purchase 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 shop clerk then persists in asking, “Are you going to buy shoes from us today?” what is the likelihood that you're going to continue on into the store to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario a large number of prospectors setup for themselves when contacting. On an introductory call, that first call which has a prospect, you might be not asking that prospect to purchase from you—you are asking the chance to have a conversation together with you. Yes, ideally you want your prospect to acquire, however, that comes later. Here's a sample from a script I was sent recently to examine: “Hello (Prospect's Name). I'm calling to find out if you might be happy with your overall vendor.” Few prospects, unless they may be absolutely miserable, will answer “No, I'm not happy,” to that question. When faced with this sort of question, even prospects that are unhappy using their vendor will tell you they're perfectly content. This “are you happy?” question for you is exactly like asking a prospect “have you been going to acquire from us today?” with the entrance to the store. It backfires and gets you the answer you don't 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 primary phone call which has a prospect. His response? “I want these phones let me review their 401K.” That is not a realistic goal for the first call. It's kind of like the “Are you going to buy shoes from us today?” question. It's too far into the process for that first conversation. The advice I gave the financial advisor was to chunk down his goals to make them manageable. For example: His first goal might be to get the prospect's agreement to possess a conversation. The next goal might be to get techniques to some specific questions. And so on. This financial advisor necessary to lay out his sales process. Later inside process he could ask to review the 401K and after that 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 in the process; it makes pressure which, consequently, causes pushback. Prospects flee, up to you would if accosted by the sales clerk at the entrance of the shoe store demanding to know whether or not you happen to be planning to buy. So research your process. Determine a couple of small and manageable goals for every conversation. This will help you lead your prospect, detail by detail, through your sales process to arrive on the other end while using sale. (c) 2009, Wendy Weiss

       

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