Buy New Balance W1260v4 - Grey/Yellow

Buy New Balance W1260v4 - Grey/Yellow

2014-09-14 03:00:08 | Deals

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 Why is Cold Calling Like Buying New Shoes? You're walking down a street in your house town plus you've got some time on your hands so you're window shopping. You suddenly stop—transfixed through the fabulous shoes within the store window. Being a great fan of fabulous shoes you feel drawn to go into the store. At the store entrance your way is blocked by a sales clerk who demands: “Are you going to buy 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 a shop clerk then persists in asking, “Are you going to acquire shoes from us today?” exactly what is the likelihood you will continue on into a store to buy shoes? Slim to none. Unfortunately, this is actually the type of scenario that numerous prospectors create for themselves when contacting. On an introductory call, that first call with a prospect, you might be not asking that prospect to acquire from you—you happen to be asking the prospect to have a conversation along. Yes, ideally you want your prospect to purchase, however, that comes later. Here's an illustration from a script I was sent recently to review: “Hello (Prospect's Name). I'm calling to discover if you're happy with your present vendor.” Few prospects, unless these are absolutely miserable, will answer “No, I'm not happy,” compared to that question. When faced with this form of question, even prospects who are unhappy using vendor will tell you they may be perfectly content. This “are you happy?” question is exactly like asking a prospect “have you been going to acquire from us today?” at the entrance to a store. It backfires and gets you the answer you don't want. Here's another example coming from a 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 them to let me review their 401K.” That is not a realistic goal for any first phone call. It's a lot like the “Are you going to get shoes from us today?” question. It's too far into the process to the first conversation. The advice I gave the financial advisor was to chunk down his goals and earn them manageable. For example: His first goal could be to get the candidate's agreement to have a conversation. The next goal could be to get strategies to some specific questions. And so on. This financial advisor had to lay out his sales process. Later in the process he could ask to check the 401K and then he would oftimes be able to have that agreement. If however, this financial advisor persisted in seeing his goal as reviewing the outlook's 401K it would be exactly like the shoe clerk asking, “Are you going to purchase shoes from us today?” It's too early inside process; it generates pressure which, subsequently, causes pushback. Prospects flee, much as you would if accosted with a sales clerk in the entrance of an shoe store demanding to learn whether or not you're planning to get. So look at your process. Determine a collection of small and manageable goals for each and every conversation. This will help you lead your prospect, step-by-step, through your sales process to arrive with the other end with the sale. (c) 2009, Wendy Weiss

 

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