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Customer Relationships
Last Updated: Oct 11th, 2004 - 15:00:56
(Note About Author: Attend How To Motivate Your Salespeople To The Top. Can't make the teleseminar? Pre-order the CD for $10 off original cd price. Click here. Learn how to:
Become a better manager and lead a high performance, self-motivated team.
Communicate more powerfully and permanently eliminate communication breakdowns.
Use "pull strategies" rather than "push strategies" to accelerate team productivity.
Identify and eliminate unproductive management habits.
For details visit http://www.salestrainingcamp.com.)
Excerpt from "The Complete Idiot's Guide to Cold Calling" by Keith Rosen. Reprinted with permission by Alpha Books, a member of Penguin Group (USA) Inc. 2004.
On a very basic level, there are five ingredients needed to create a sale:
The salesperson.
The qualified prospect.
A need or want that the prospect has.
The product or service.
The selling strategy or procedure you follow that guides a prospect to the natural conclusion of the selling process; the sale.
While many salespeople would say the selling process is about the customer, they wind up making it about themselves.
How do I know this? Look at some of the limiting beliefs that contribute to cold calling reluctance that we mentioned earlier.
Think about all the fears or reluctance you may experience when it comes to cold calling or selling.
I don't want to say the wrong thing.
I don't want to look bad.
I don't want to be a nuisance.
I don't want to impose.
I don't want to be rejected or hear no.
I don't want to blow it!
I, I, I, I, I!
Look at the first word that begins each statement above. Making the selling and cold calling process about you is the number one roadblock to successful prospecting and the number one cause of cold calling reluctance.
Instead of making the selling process about you and how much you can gain if you sell, make it about the prospect and how much value you can deliver to them.
If you are experiencing any fear or resistance to prospecting, look at who you're making the selling process about. Chances are, you're making it about you!
Once you shift your focus and energy towards making it about the prospect, it will immediately relieve you of the unnecessary pressure to look good and perform.
If you would like to receive personalized sales training and coaching from Keith to tune up your selling skills, attract more prospects, master time management and close more sales so that you can exceed your goals, contact him at 1-888-SELLING or info@ProfitBuilders.com.
You are either making the selling process about you and how much you can gain (money, sales, status, and so on), your fear of rejection, looking bad, or hearing "No," or you're making it about the prospect and how much value you can deliver to them. Now, the cold calling process is no longer focused on the salesperson's negative assumptions or fears but on the prospect and the advantages that your product can provide them.
After all, if you are making the sale about you and are concerned about your performance, then how are you ever going to capture their interest when all of your energy, concentration and attention is being directed on to you rather than focused on the prospect?
Make the selling process about the prospect and the value you can deliver rather than what you can gain if you sell. Once you do so, the sale then becomes the natural byproduct of your selfless efforts and good intentions.
About The Author:
Keith Rosen is the author of Effortless Selling, Time Management for Sales Professionals and The Complete Idiot's Guide to Cold Calling.
He is one of only a handful of trainers and consultants who has earned the distinguished Master Certified Coach designation. He provides sales and leadership coaching that inspires you to move from intention and into action so that you can master your time, boost your sales and income, and achieve bigger, more rewarding goals without the steep and costly learning curve.
SalesTrainingCamp.com has personally asked Keith to handle all of their sales coaching requests for both personalized, one-to-one and team sales coaching. If you are interested in inquiring to see how a master sales coach can increase your sales with actually less of an effort, visit our website at: http://www.salestrainingcamp.com/salescoaching.htm
© Copyright 2003 by SalesVault.com
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