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Other Added - Why Scripts Aren't Effective Enough to Stop Sales Call Reluctance
It is amazing the amount of fight a community or city might put up to keep a large box store out of their city these days. And yet most of these communities and areas need the sales tax revenue, which will be generated and the 100s of jobs, which go along with them. You see, a Wal-Mart may come up against resistance when trying to put up a new store and so they move to the area just out side the city limits.Once the store is open ev
"You cannot make that call now. You do not feel comfortable. Go get a cup of coffee and get ready for the call. Take a break. You are working too hard. You have alre
I have often heard business owners say that they could never imagine working for someone else, because they love the freedom that business ownership offers. On the other hand, I have heard employees say that they would never want to have their own businesses. They believe that there are a lot of hassles associated with being a business owner.I have been both an employee and a business owner, and have noticed that business owners an
One theory in overcoming call reluctance is that there are specific methods to use when calling prospects in order to have the kind of discussion you desire or to get past the gate keeper and warm your way into the heart of the top decision maker. What I find curious is that the number of methods of just what to say to be successful is equal to the number of experts offering a program.
One expert will say,
"ASK for help; it is the best way to get your foot in the door."
But another expert will say,
"NEVER ask for help; that is disingenuous coming from a sales person."
One expert will say,
"ALWAYS leave a message, and make it creative. That way, you are sure to get a response and a sale."
But another expert will say,
"NEVER leave a message. That is a sure fire way to kill your chances of ever getting a prospect to buy from you."
Who are you supposed to believe? After all, they are all claiming to be experts.
Is there really such a thing as the perfect or the magic script? My theory is that it does not matter how savvy your marketing is or how clever the words are that you have assembled to say to your prospects, because a voice inside your head always insists that you do not have or know enough to make those calls. I maintain that what turned all those "experts" into experts with great cold calling techniques was not what they said as much as it was that they kept seizing the telephone day after day until they got comfortable seizing the phone, even when they were not comfortable.
You see, you can have a great way of saying things, and I do think that is powerful, but every time you call a new prospect, you cannot be sure how he or she will respond. And that is where the fear comes in. You are about to do something you have never done before. Yes, you have made other calls before this one, but you have never called this new prospect. As soon as the mind realizes that you are calling someone new, the nagging and brow beating begins...
"You cannot make that call now. You do not feel comfortable. Go get a cup of coffee and get ready for the call. Take a break. You are working too hard. You have alrea
I’m always coming across articles and books by marketing gurus about how you must differentiate yourself from your competition. Their writing is usually peppered with advice on how to “position” yourself and “brand” your practice.And many attorneys spend a lot of time, energy, and money trying to convince potential clients that they are somehow different (read: better) than others who provide the same service.It’s a fool’s er
One expert will say,
"ASK for help; it is the best way to get your foot in the door."
But another expert will say,
"NEVER ask for help; that is disingenuous coming from a sales person."
One expert will say,
"ALWAYS leave a message, and make it creative. That way, you are sure to get a response and a sale."
But another expert will say,
"NEVER leave a message. That is a sure fire way to kill your chances of ever getting a prospect to buy from you."
Who are you supposed to believe? After all, they are all claiming to be experts.
Is there really such a thing as the perfect or the magic script? My theory is that it does not matter how savvy your marketing is or how clever the words are that you have assembled to say to your prospects, because a voice inside your head always insists that you do not have or know enough to make those calls. I maintain that what turned all those "experts" into experts with great cold calling techniques was not what they said as much as it was that they kept seizing the telephone day after day until they got comfortable seizing the phone, even when they were not comfortable.
You see, you can have a great way of saying things, and I do think that is powerful, but every time you call a new prospect, you cannot be sure how he or she will respond. And that is where the fear comes in. You are about to do something you have never done before. Yes, you have made other calls before this one, but you have never called this new prospect. As soon as the mind realizes that you are calling someone new, the nagging and brow beating begins...
"You cannot make that call now. You do not feel comfortable. Go get a cup of coffee and get ready for the call. Take a break. You are working too hard. You have alre
ESOPs have become an effective tool in corporate finance and tax planning. Not only do they provide retirement benefits and incentives to employees but an ESOP can provide unique ways to transition company management in tax favored environments. An ESOP can even be used to increase cash flow or convert debt to a pre-tax environment.Why do we need to engage an outside party to value our ESOP shares? From a st
Who are you supposed to believe? After all, they are all claiming to be experts.
Is there really such a thing as the perfect or the magic script? My theory is that it does not matter how savvy your marketing is or how clever the words are that you have assembled to say to your prospects, because a voice inside your head always insists that you do not have or know enough to make those calls. I maintain that what turned all those "experts" into experts with great cold calling techniques was not what they said as much as it was that they kept seizing the telephone day after day until they got comfortable seizing the phone, even when they were not comfortable.
You see, you can have a great way of saying things, and I do think that is powerful, but every time you call a new prospect, you cannot be sure how he or she will respond. And that is where the fear comes in. You are about to do something you have never done before. Yes, you have made other calls before this one, but you have never called this new prospect. As soon as the mind realizes that you are calling someone new, the nagging and brow beating begins...
"You cannot make that call now. You do not feel comfortable. Go get a cup of coffee and get ready for the call. Take a break. You are working too hard. You have alre
In business, the primary goal is to succeed. Competition is fierce in both online and offline businesses. Using four basic principals can increase your sales by up to 300% or more.The first principal is pretty easy. Call your customer by his or her name. By doing this, your customer feels that they are more than just a sale. It is a way of personalizing your service. Customers tend to give more of their attention when you use their
You see, you can have a great way of saying things, and I do think that is powerful, but every time you call a new prospect, you cannot be sure how he or she will respond. And that is where the fear comes in. You are about to do something you have never done before. Yes, you have made other calls before this one, but you have never called this new prospect. As soon as the mind realizes that you are calling someone new, the nagging and brow beating begins...
"You cannot make that call now. You do not feel comfortable. Go get a cup of coffee and get ready for the call. Take a break. You are working too hard. You have alre
Over the past 7 to 8 years, I’ve heard a lot of execs tell me they don’t have time to “set up systems”, “hold meetings”, and/or “measure results”. Imagine my delight when I picked up Rudy Giuliani’s book and found that he did all of that during his tenure as Mayor of the greatest city on earth. That’s a big enough job in itself but Rudy’s preparation paid off in a huge way both in managing New York City and in the aftermath of the Septembe
"You cannot make that call now. You do not feel comfortable. Go get a cup of coffee and get ready for the call. Take a break. You are working too hard. You have already had some success today. Can't you ever celebrate your successes? Look at your desk. How do you expect to generate any more customers with your desk in such disarray? You need to get organized before you go collecting any more customers" etc., etc.
Here is where most people say, "Oh my gosh. Have you been following me around during the day? I feel like you know what's even going on inside my head." Actually I do not know what's going on inside your head, but I have paid close attention to what goes on inside my own. And I discovered a good number of years ago, that what goes on inside my head just is not that unique.
We all hear that nagging critic inside our heads.
Here is an assignment for you today:
See if you can catch that nagging little critic that rages inside your head just once today. It might be just before you are getting in the car to go somewhere. It might be right after you open up a restaurant menu. See if you notice it.
Becoming aware of that voice is the first step to freedom from it. And that is what I maintain is most beneficial and sure way to daily overcome call reluctance.
Stop listening to that inner critic. Stop waiting to get ready.
SEIZE the PHONE!
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