Sales Tip $7 ricohaficio
(43/M/Highlands, NJ) 2/24/01 2:23 pm
Elements of a cold call that can make it hot!
Cold calling is one of th emost difficut parts of selling. And old sales cliche' says that the hardest door for a salesman to open is the car door.
There are seven basic elements of a cold call.
1. Deliver your opener.
2. Ask thought provoking questions to create dialog.
3. Make power statements to establish credibility.
4. Qualify the prospect as to need, desire, decesion making capability and money.
5. Gather information.
6. Get what you came for so you can take the nest step in your sales cycle.
7. Have the right attitude and focus.
I will focus on part two tomorrow of this three part message.
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From: ricohaficio Sent: 11/27/2001 2:08 PM
Sales Tip #7 (Part #2) ricohaficio
(43/M/Highlands, NJ) 2/27/01 9:06 pm
HERE ARE SEVERAL COLD CALLING ELEMENTS, GUIDELINES AND TECHNIQUES THAT HAVE PROVEN TO BE EFFECTIVE:
OPENING LINES ARE IMPORTANT:
Delivery a smooth sincere line. Say you're a single woman and a guy comes up to you in some social circumstance and says " Don't I know you? " or "Your're just the prettiest little thing I ever did see." The first thing you think is, "This guy is a real jerk, get me outta here."
It's the same in cold calling. The opening line determines if you get to dance or not.
Part #3
OPening Impressions are important. Tomorrow
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From: ricohaficio Sent: 11/29/2001 5:26 PM
Sales Tip #7 Part 3 ricohaficio
(43/M/Highlands, NJ) 2/28/01 7:21 pm
OPENING EXPRESSIONS ARE IMPORTANT.
The way you look and come across in the first 30 seconds often (NOT ALWAYS) determines your outcome.
Part #4
AFTER YOU DELIVER THE OPENER, MAKE THE PROSPECT THINK.
Your questions (power questions) and statements (power statements) are critical in gaining prospect confidence. Ask questions that show knowledge, imply prospect areas of weakness, and gather vital information. Make statements that are creatively descriptive, imply benefits and build your credibility.
Part 5 tomorrow
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From: ricohaficio Sent: 11/29/2001 5:27 PM
ales Tip #7 Part 5 ricohaficio
(43/M/Highlands, NJ) 3/1/01 8:38 pm
GET TO THE POINT FAST
The prospect is busy and will be insulted if you beat around the bush.
IF YOU ARE ASKED FOR A PRICE, GIVE IT IMMEDIATELY.
Try to do it in the most creative way you can, but give it.
DETERMINE WHAT WHAT YOUR PROSPECTS NEEDS ARE BY..
Understanding the problems of their operation.
Appealing to thier good sense.
Evoking thier fears.
Appealing to their vanity.
Determining what the prospect's customer needs.
Finding (searching for) the hot button then pushing it.
Part #6 tomorrow
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From: ricohaficio Sent: 11/29/2001 5:28 PM
ales Tip #7 (Part 6) ricohaficio
(43/M/Highlands, NJ) 3/5/01 7:07 pm
DETERMINE WHAT YOUR PROSPECT NEEDS BY...
Understanding the problems of their operation.
Appealing to their good sense.
Evoking their fears.
Appealing to their vanity.
Determining what the prospect's CUSTOMER needs.]
Finding (searching for) the hot button - then pushing it.
THEY WILL RESIST YOU!
So what? It takes seven exspsures, seven tries to get the prospect to become a customer. If you quit after just one or two tries, the sale will go to the next person who shows up!
THEY WILL BUY TO SOLVE A BUSINESS PROBLEM OR SATISFY A NEED!
Statements and questions need to be pointed in that direction. Stress benefits (whats in it for them, not features, but how it works).
Emphasize what they will gain (over and over).. profit, pride, productivity. Prove that they will avoid pain, loss and criticism. FAILURE TO EXPRESS BENEFITS IN THE TERMS OF THE CUSTOMERS NEEDS WIIL PRECLUDE THE SALE.
GAIN BUYER CONFINDENCE:
Use every weapon in your sales-tool arsenal. Bring in testimonials, references, and similar situations whenever possible.
Part 7 of 7 tomorrow
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From: ricohaficio Sent: 11/29/2001 5:29 PM
Sale Tip #7 (Part 8?) Cold Calling ricohaficio
(43/M/Highlands, NJ) 3/9/01 8:25 am
SET YOUR OWN GOALS FOR ACHIEVEMENT:
How many calls per day, how many appointments per day. Selling is a numbers game, but they will only work if you are prepared. You must work your numbers consistently to get them to pay. Push yourself to win. If you cold call enough people, you will make appointments, and you will make sales.
VISUALIZE IT HAPPENING:
Seeing is believing, Believing is the first step to achieving. It's easier to do what you can see. Visulizing success helps eliminate the fear of the unknown. Re-create those visual pictures in your conversation with the prospect.
Your are now armed with enough cold caling information to choke an elephant. Don't let it stick in your throat!
It's a big game..... have fun and play to win!!!!!
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From: ricohaficio Sent: 11/29/2001 5:32 PM
Sales Tip #7 (part 7 of cold calling) ricohaficio
(43/M/Highlands, NJ) 3/7/01 11:44 am
FOCUS ON NEGATIVE PREVENTION:
Get them to share what dissatisfies them. Motivate them to show discontent with their current situation. Tell them how they'll safeguard profits, eliminated worry, overcome fear and avoid the terror of customer compliants. Prospects are just as motivated to avoid losing something they already have as they are to buy something new.
ATTITUDE, HUMOR AND PERSISTANCE WILL WHIP FEARS OF REJECTION:
You will be rejected, the prospect will reject your offer, BIG DEAL!!!!!!!!
Edison, Lincoln, Ruth and Sanders (not Dion), these guys failed miserably, thousands of times. Where would they be with out the attitude to succeed. (and where would we be without there sucess).
YOU ONLY FAIL WHEN YOU QUIT!!!!!
Part #8 tomorrow SET YOUR OWN GOALS FOR ACHEIVEMENT.
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