Every salesperson (including
those not selling but are in management) wants to know the fastest and easiest
way to make the sale.
One day I asked an audience of insurance
salespeople, "How many of you would like it if I gave you a list of people
who wanted to buy insurance now? Everyone
raised their hand.
Hint: There is no such list. The
one-word meaning of sales is "WORK". The 2-word meaning of sales is
"WORK HARD".
How Do I Make a Cold Call?
There answer is,
"Don't". Don't make a cold call. Make a warm call.
Warm
up the cold call and you'll get your results improved by 27%. Guaranteed.
Instead of calling people and
look for "Mr Andy", tell the other side that "I've been asked to
give Andy a call". If they asked you "What's it regarding?" You
don't answer it. You just say, "I don't know. I have been asked to give Mr
Andy a call. Is he in?" Using this script will get you over the
gate-keeper and direct to the prospect directly.
The Objective of a warm call is
to set up an appointment. If you ask me the biggest secret of cold calling, I
would say in word, "PREPARATION".
You need to be prepared, prepared
for what? Be Prepared for 3 things:
1. To win the call. That is to achieve your objective, which is
usually to fix an appointment.
2. To be rejected. This is not rejection but a feedback. Understand
that they can't reject you because you have not given them any proposal, they
only can give you feedback. If they say that "I'm not interested",
the feedback is "Tell me something more interesting".
3. To know who you are talking to and please, please, make something interesting for
him. Don't sound like a bore or a salesperson desperate to make the
appointment.
How to Do Get People to Call Me?
Don't call them. Get them to call you. They will
call you if you make them excited.
The main method that is extremely
low cost is to write them an exciting letter and when they read the letter they definitely have to call you.
For example, if I were to write
to Barrack Obama, the USA
What's the difference between a
Stall and An Objection?
A stall is "I want to think
about it", or "I have to talk to other people".
An objection is "Your price
is too high", or "We have a good supply now".
Both
are put-offs which basically say, "You haven't sold me yet".
What's the best way to approach
the prospect? Try Guerrilla Selling.
What's the best way to make my
proposal stand out? For this
and other answers, come for our sales courses, details at here.
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