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      2014-09-13 04:11:22 | Deals

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       Why is Cold Calling Like Buying New Shoes? You're walking down a street in your house town and you've got some time on your hands so you're window shopping. You suddenly stop—transfixed with the fabulous shoes inside store window. Being a great fan of fabulous shoes you are feeling drawn to go into the store. At a store entrance your way is blocked by a sales clerk who demands: “Are you going to buy shoes from us today?” If you are 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?” is there a likelihood that you will continue on into the store to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario that many prospectors build for themselves when contacting. On an introductory call, that first call using a prospect, you're not asking that prospect to buy from you—you happen to be asking the candidate to have a conversation along with you. Yes, ideally you want your prospect to acquire, 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 discover if you're 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 kind of question, even prospects who are unhappy using 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 get from us today?” at the entrance to a 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 over the telephone. I asked this financial advisor what his goal was for his very first phone call having a prospect. His response? “I want these to let me review their 401K.” That is not a realistic goal for the first phone call. It's a lot like the “Are you going to buy shoes from us today?” question. It's too far in the process for your first conversation. The advice I gave the financial advisor ended up being chunk down his goals and earn them manageable. For example: His first goal might be to get the chance's agreement to possess a conversation. The next goal could possibly 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 review the 401K then he would probably be able to have that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the candidate's 401K it would be the same as the shoe clerk asking, “Are you going to buy shoes from us today?” It's too early in the process; it makes pressure which, in turn, causes pushback. Prospects flee, much as you would if accosted by the sales clerk in the entrance of an shoe store demanding to understand whether or not you happen to be planning to purchase. So research your process. Determine a collection of small and manageable goals per conversation. This will help you lead your prospect, step by step, using your sales process to arrive with the other end with the sale. (c) 2009, Wendy Weiss

       

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