Telephone Prospecting- Is It a Waste of Time?Get Boost Sales on boost-sales.net. Telephone Prospecting- Is It a Waste of Time? topic will increase your understanding on Boost Sales. We at boost-sales.net only provide news, articles, information in Boost Sales. Boost Sales at boost-sales.net provides the most up to date news and articles. If you have questions please do not hesitate to contact us.
If you're calling a precisely targeted list that contains people likely to want your type of product or service, prospects will become High Probability Prospects for their own reasons, in their own time. Telephone Prospecting- Time Well Spent that Gets Results * People that are not ready to buy now will be happy to take your calls because they are short, pleasant and informative. * Because of the frequent, positive contacts, when they think of your type of products and services your name will be at the 'front of their minds.' * You will make appointments only with people that are ready willing and able to buy now. * Your selling cycle for each prospect will be short. * Your closing rates will dramatically increase. Article: Whenever I speak to a large group of salespeople apropos of the enormous success that can result from telephone prospecting, I get several immediate, impassioned rebuttals from members of the audience. The typical rebuttal is, 'Cold guiding light is a waste of time.' Cold sake *is* (mostly) a waste of time! As we all know, cold calling is an onerous task. It is unpleasant and loaded with rejection - personal rejection. Why does cold inevitably lead to rejection? It takes lots of determination and motivation to call a large number of strangers and try to get them to give you an appointment, so that you can try to sell them something that they don't previously want. When you prospect that way, you're putting a great deal of pressure on yourself, and you're pressuring most of the people you call. It's natural that most of them reject you. We refer to this as 'cold calling,' since most of the people you call never want to hear from you again. However, when I say Telephone Prospecting, I am not talking about cold calling. Yes, the first call you make to everyone on your list is a cold-call. However, that call is extremely short, and creates no pressure. You make an offer, the prospect responds with either 'Yes' or 'No', and you gladly accept whichever autonomic reaction you get. Every call you make in virtue of that first call is a 'warm call': None of them is likely to result in rejection, as long as you change the wording of your prospecting offer each time you call. They'll either respond 'Yes' or 'No' to your offers No pressure, no manipulation, no Rhetorical questions- your response to 'No' is just a quick 'Okay, goodbye.' Keep reading in your list every few weeks with an offer, until they are ready to buy. When a prospect is ready to buy, they become a High Probability Prospect. If you're definition a precisely targeted list that contains people likely to want your type of product or service, prospects will reverse High Probability Prospects for their own reasons, in their own time. Telephone Prospecting- Time Well Spent that Gets Results * People that are not ready to buy now will be happy to take your calls insofar as they are short, pleasant and informative. * cause of the frequent, positive contacts, when they think of your type of products and services your name will be at the 'front of their minds.' * You will make plumbing only with people that are ready willing and able to buy now. * Your selling cycle for each prospect will be short.
* Your ultimate rates will dramatically increase. |
More Articles:1. The Low Down Ultimate Secret to Success in Sales By Joe Guertin Summary: I let him talk through all the usual excuses'the economy, bad territory, high prices (heck, I feel that I made up most of them myself, and should get royalties every time they're used by someone else!).Then he brought up one more: time. Using technology to stay in touch and as a part of your customer service mixThe madness of the demands on your time that will sometimes stretch into the evening hours (heck, once in a while, all night!),… 2. 10 Tips For Chalking Up Extra Sales! Summary: You just advertiseyour main web site on your fad web sites.2. Tell people the purpose of your web site. Whenthey visit a web site and have to figure out what it'sabout, they may get frustrated and leave soon. Article:1. Increase your traffic by creating other web sitesthat relate to the latest new fad. You just advertiseyour main web site on your fad web sites.2. Host a free hall of fame or museum on your website. It should be related to… 3. Your Ad -- Who Cares? By Denise O'Berry Summary: They care about themselves and how you can fix their problem, make them more comfortable, save them time or money, or relieve their stress.What are your marketing pieces doing for your company? Article: Junk mail. We all get it. And it goes straight to the trash can. How do you make sure your marketing piece doesn't end up in the round file?Give it the 'who cares' test. You have mainly five seconds to get your prospect's attention. Ma… 4. How to super-size every sale to double, triple, and quadruple your profits instantly Summary: 'It works fine by itself, but it REALLY works when you addTHIS.' If your product or service works much better with acomplimenting item, be sure to tell customers about it.It is surprising how many products and services go hand in glove.It's hard to have one without needing the other.Years ago I wrote press releases for $75. As soon asyou learn a customer is having success with your product orservice, offer them a good deal on more of it.… |