| Current Category is: Sales | Select Another Category | |
|
|
| Home | Search | Categories | Links | About Us | Contact Us |
|
|
 |
Stuff We Make Up About Our Prospects
? Go through the "no's" to get to "yes." ? It takes X number of "no's" to get 1 "yes." ? Every "no" brings you closer to "yes." I've heard these statements in so many sales training courses and read them in so many sales books. No wonder so many people hate cold calling! Who wants to hear "no"? Who wants to go through X number of "no's" to get to "yes"? That's exhausting and demoralizing. Ecch! Wouldn't it be so much nicer if almost no one said "no"? Isn't it great to hear "yes"! Wouldn't it be wonderful to only hear possibilities? Well, you can. And this is how: I have been writing a lot recently about changing the way that you think. Many times, what we think is a "no" is really something that we are making up! It is important to differentiate between the actual words your prospect says and what you think your prospect is saying. There are the "facts," or "the words," and then there are the stories, the things we make up about what we think our prospect is really saying. Frequently, the two have nothing in common! Learning to hear what your prospect is actually saying versus what you make up they are saying will result in hearing fewer and fewer "no's" and feeling less and less rejection. This does take some work and practice, like learning any new skill, but it can be done. Here are some examples: ? If a prospect says to you that they are not the decision-maker and that you need to speak with someone else, that is not a "no." She is not the decision-maker. But if she gives you the name of the decision-maker, that is a "yes." She is helping! ? When you are trying to set a new business appointment, if a prospect asks you to "send something" instead, that is not a "no." More than likely, it means you haven't convinced her yet. Send her something-you now have a second chance. ? If a prospect says she's busy and asks you to call back, that is not a "no." That's a request to call her back. Do so. ? If a prospect's secretary says that your prospect is in a meeting, that is not a "no." Your prospect is in a meeting. Ask when she will be done with that meeting, and call back then. Many of our "no's" are actually quite neutral. But we don't hear them as neutral. We read extra or hidden meaning into the neutral words and turn them into something quite different. Examine the facts. Examine what is actually being said. Check to see if you are "making stuff up" about a conversation that, when you examine it, is actually neutral. Is your prospect really saying "no," or is it a story that you are telling yourself? Hearing "no" continually is demoralizing and dispiriting. It is difficult to be energized and interested when facing that wall of rejection. Stop hearing "no" by always checking your facts in prospecting and sales situations. As you check your facts, stop yourself from "making stuff up" about those facts. As you do this, you will find that many of your "no's" disappear. You will hear more "yes's." While the "no's" may never disappear completely, eventually "no" itself will become the aberration. You will then be able to prospect in a whole new way. Go to it! © 2004 Wendy Weiss Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, author and sales coach. She is the author of Cold Calling for Women and Cold Calling College. Get her free e-zine, Opening Doors & Closing Sales, at http://www.wendyweiss.com.
MORE RESOURCES:
Google News |
|
|
|
RELATED ARTICLES
The "Write" Way to More Sales The sales letter you can't put down?the advertising copy that makes you want the product?the resume that prompts you to call the job candidate this second?all these are examples of exceptional business writing. While you certainly know good writing when you see it, can you write with the same pizzazz the professionals use to hold your attention for pages on end?In today's selling arena, writing skills have taken a backseat to other seemingly more important professional development activities. How to create your own Unique Selling Proposition Why would a prospect buy from you rather than from your competitor?How do you outsell your competitors?Your unique selling proposition (USP) is very important as part of your business planning. This is especially so if you decide to set up a home business in the highly competitive internet arena. Handshake Intimidation In some situations, attempting to intimidate the other person will actually increase the amount of rapport you gain with them. CEO introductions, meeting other salespeople (and competitors), and sales job interviews come to mind. Finding a Used Mannequin Many stores on a budget choose to buy a used mannequin. Used mannequins are a good deal for several reasons. Success Reloaded: The Matrix So the other day I'm watching the movie The Matrix, again. For some reason I can't get enough of the great special effects. 15 Ways To Get Really Motivated First, recognize that motivation is an inside job. The word motivate means to impel, inspire, hope, stimulate, incite, propel, spur, goad, move, induce, prompt, instigate, fire, provoke, actuate, cause, egg on, drive, excite, and to trigger. The Secrets Behind Hypnotic Selling Hypnosis has been a taboo word for far too long. And many people see it in a mystical light. Doomed Before You Dial? Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the seminar, a participant came up to me and said, "Thank you! I learned so much! I learned 'Don't Take No for an Answer. Prepare to Sell! Sales is a critical part of any business, including non-profits. Sales is not complicated or difficult, but requires preparation, consistent action and a plan. Referrals: Getting Good Business By Doing Good Business Whether you're a conventional sales person, a professional - such as a dentist or lawyer or doctor - or a business owner, you've got to have clients to stay in business. There are several ways to do this: either continue to find new customers, keep all of the customers you've ever had, get old clients to return, or get customers to send in referrals. Going the Extra Mile and Getting Referrals Successful salespeople have the ability to turn the customers they serve into advocates. They don't directly ask for assistance, they do it by going the extra mile when providing service. Color Psychology Will Make Or Break Your Sales Success Color psychology is the biggest question I receive on aregular basis. The reason being is it's importance. Lead Generation Sins - 7 Of Them! I really just don't get it.How can so many businesses be missing the lead generation boat by such a long country mile?Billions of dollars in profits, flushed away!Just because of 7 innocent, yet deadly, tactical lead generation errors. The Benefits of Buying Used Store Fixtures The difference between antique or vintage store fixtures and used store fixtures is simple: antique fixtures have a classic look and style. In many cases they are brand new but manufactured in a style of the past such as deco or minimalist. Making the Sale When the Customer Wont Buy Ever had a party online or offline, and had guests say "I love that item, but I can't afford it right now", or "It's so hard to decide, I want all of this!". This is a perfect time to sell all those items to your customer without them having to pay a dime. Three Big Ol Tips for Better Sales Letters Growing up in the South, I used the phrase "big ol'" a lot. Big ol' truck. Six Steps to Creating Online Presentations for Telephone Selling How much extra money could you make by closing just one or two additional sales a day? You can double, or even triple, the effectiveness of your telephone selling by showing prospects why they should buy from you, instead of just telling them.Clients and prospects are visually oriented. Psychological Tricks in Selling ----------------------------------------------------------Permission is granted for the below article to forward,reprint, distribute, use for ezine, newsletter, website,offer as free bonus or part of a product for sale as longas no changes are made and the byline, copyright, and theresource box below is included. ---------------------------------------------------------- Psychological Tricks in Selling By Stephen Bucaro In this article, I'm revealing six powerful secretpsychological tricks that you can use to increase theeffectiveness of your advertising and marketing. Your Best Friend - The Phone We all know that you can't earn your commission until you make the sale. Furthermore, you can't make the sale without the order, and you can't write the order until you have a product presentation scheduled. Selling -abilities : Part 2 In the last article I talked about different strategies for selling the 'reliability' aspect of your software or hardware. I mentioned how most high tech salespeople love to talk about their "-abilities": Reliability, Upgradeability, Compatibility and Expandability.
|
| Home
| Sitemap
| Disclaimer
| Privacy
| Contact
Us © COPYRIGHT 2011 BRAINBELLY.COM |
