your cold call as a conversation, not a one-way pitch.
If youÆre used to scripts, youÆre probably shaking your head and wondering, "How the heck will I know what to say without a script?" You might want to ask yourself why you think you wonÆt know what to say, because the reason for that is important. It means youÆre basing your call on what you have to offer -- and not on whatÆs important to the prospect, because you havenÆt found that out yet.
Pitching your solution as soon as you begin a call is one of the biggest problems with linear sales scripts because you trigger sales pressure and cause prospects to react with defensiveness or even abrupt, immediate rejection.
HereÆs another option. Write down 2 or 3 core issues or real problems (not benefits or features) that your product or service solves. Then take that "problem statement," as I call it, and put it into words your prospect can understand. In fact, the wording should be so familiar to your prospects (because those are the words they use every day in their business) that when you start discussing the issue, theyÆll feel a sense of comfort knowing that your mental focus is on helping them solve problems, not on making the sale.
3. Create openings rather than forcing a "yes."
Selling scripts are designed to be linear and step by step so you can move calls in the direction you want them to go. From the traditional selling point of view, that direction is toward a "yes," because if you donÆt get a "yes" at the beginning of the cold call, youÆre not "selling." But thatÆs the biggest problem with scripts. They give you only one path to follow.
If you can start a conversation that triggers a "What do you mean?" response from your prospect, youÆll find you can explain yourself in a natural way that creates a two-way dialogue, which in turn lets you learn what you need to find out by flowing with the conversation, without feeling youÆre getting off-track. Developing your problem statement makes this much easier.
4. Tape-record yourself talking with someone you know. Then record yourself reading your script.
Have you ever heard yourself calling a prospect and reading your script? Probably not. ThatÆs why most people who use scripts think they sound natural. TheyÆve never heard themselves. But if you do this simple exercise, youÆll hear the same kinds of differences I hear when people role-play with me.
In our day-to-day personal relationships, we
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Ricciana Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ricciana Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ricciana Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ricciana Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ricciana Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ricciana Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Ricciana Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs.
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