Cold Calling/Prospecting
Last Updated: May 13th, 2004 - 19:20:57
(Note: Art Sobczack’s previous teleseminar “How to Create Telephone Call Openings that Stimulate Interest And Avoid Resistance” is now available on cd. Learn:
Put listeners in a positive frame of mind, instead of causing them to begin thinking of ways to get rid of you
Get them participating, willingly, in the call
Avoid getting shot down in the first few seconds
For more information visit: http://www.salestrainingcamp.com/products_main_cd_art_openings.htm)
The Pending Prospects
An emailed I received asked:
"I've got a lot of prospects pending, but not a lot closing. What should I do?"
Like many questions I get, it is extremely vague and requires a lot more information before I could give a specific detailed answer. But it did get me thinking about a possible reason, and remedy.
I call it the Cleansing Question. Let me set it up first.
What percent of the people in your follow-up file at this very second do you feel will ever do business with you?
Sixty percent?
More? Less?
You're fairly typical if you answered 50% or less. It's not a good percentage, but typical.
Why So Many Pending?
Why? Oh, there are several reasons. Reps like to hang on to prospects, thinking that shred of interest might eventually turn into something. They're right: Disappointment, and a waste of time, usually.
Others stake their claim to prospects, tattooing their name on the prospect's record in the "system," just in case divine intervention comes into play and the person decides to call up and order on their own. These reps then usually pounce upon the order and say, "It's mine. See, has my name on it."
But, the main reason reps have too many "leads working" is that they don't ask the tough questions early enough. You need to find out if the person you're talking to is really a "player." It's always better to get a "no" early, than to waste time, effort, paper, and postage chasing shadows that never will materialize.
Ask the Cleansing Question
Here is what you need to do starting today. Begin cleaning up your "non-prospect" prospects now. Ask this Cleansing Question,
"Mr./Ms. Prospect, we've been talking for awhile now, and have agreed that we'd be able to help you (fill in with how they would benefit.) I want to be sure I'm not bothering you, or wasting your time or mine. Tell me, what is the probability we'll be able to work together in the next month?"
The Net Result
Think of the possible results here.
They say, "Zero probability." Great, now at least you can find out the real problem, or move them out. Movement, forward or out, is progress.
They give some other probability. Good, but not great. You want to ask what you both need to do to move forward now. Get specifics. Commitments. Ask them to attach time frames to the commitments. Don't allow them to continue putting you off. Again, movement here is success.
You just might get the business right now. Perfect. Sometimes all it takes is the nudge to get the boulder rolling down the mountain.
Do some Spring cleaning. Examine your follow-up files. Prepare your own strategy and ask the Cleansing Question.
Purchase Art Sobczak’s past teleseminar on cd “How To Create Telephone Call Openings That Stimulate Interest And Avoid Resistance” by visiting the following link:
http://www.salestrainingcamp.com/products_main_cd_art_openings.htm
Copyright, 2003, Art Sobczak, Business By Phone Inc.
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About the author:
Art Sobczak, President of Business By Phone Inc., specializes in one area only: working with business-to-business salespeople--both inside and outside--designing and delivering content-rich programs that participants begin showing results from the very next time they get on the phone. Audiences love his “down-to-earth,” entertaining style, and low-pressure, easy-to-use, customer oriented ideas and techniques.
He works with thousands of sales reps each year helping them get more businesses by phone. Art provides real world, how-to ideas and techniques that help salespeople use the phone more effectively to prospect, sell, and service, without morale-killing “rejection.”
Using the phone in sales is only difficult for people who use outdated, salesy, manipulative tactics, or for those who aren’t quite sure what to do, or aren’t confident in their abilities. Art’s audiences always comment how he simplifies the telesales process, making it easily adaptable for anyone with the right attitude.
Contact Information:
Art Sobczak
Business By Phone Inc.
13254 Stevens St.
Omaha, NE 68137
(402) 895-9399
© Copyright 2003 by SalesVault.com
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