|
#31
| |
|
Quote:
|
Originally Posted by Derek
Quit "selling" them. Don't try to manipulate them into wanting what you have, just find out if they want it. Take a "yes" or "no" and move on to the next number.
I only hate telemarketers that don't take "NO" for an answer. They waste my time and annoy me. I am indifferent to a caller that takes a "No" and doesn't waste my time. I enjoy telemarketers that offer me something I want.
Think about why you really hate telemarketers and don't do what you really hate.
| Derek has it exactly right.
The most successful prospectors present a very brief (20 seconds) offer of their product or services to a very large number of prospects. An immediate Yes or No response is the offer design objective.
If the prospect says "Yes," the salesperson asks “Why?”
If the prospect says “No,” the salesperson says “Okay, goodbye.”
The result is that the salesperson spends most of their selling time with High Probability Prospects. Depending on your selling skills, that can enable you to increase their closing rate by at least 50 percent.
Each time you call the same list, with a different offer each time, the number of “Yes,” answers should increase.
This prospecting process is easy and enjoyable because there is no pressure on you or the prospect. Thus, there is hardly any rejection.
| |
|
|
#32
| |
|
Quote:
|
Originally Posted by JacquesWerth
The most successful prospectors present a very brief (20 seconds) offer of their product or services to a very large number of prospects. An immediate Yes or No response is the offer design objective.
If the prospect says "Yes," the salesperson asks “Why?”
If the prospect says “No,” the salesperson says “Okay, goodbye.”
The result is that the salesperson spends most of their selling time with High Probability Prospects. Depending on your selling skills, that can enable you to increase their closing rate by at least 50 percent.
Each time you call the same list, with a different offer each time, the number of “Yes,” answers should increase.
This prospecting process is easy and enjoyable because there is no pressure on you or the prospect. Thus, there is hardly any rejection.
| I support this concept as it's written.
:wi
| |
|
|
#33
| |
|
Quote:
|
Originally Posted by SalesGuy
I support this concept as it's written.
:wi
| Ditto, Jacques. This hits the nail on the head.
| |
|
|
#34
| |
|
Hmm, good point and there are days when I can get myself into the mindset that a "no" is really money in my pocket (no unneccesary marketing to someone wh isn't interested). However, the other point in my sales process that I find discouraging is the prospect who says "yes I am interested in your offer, send me info", but on the follow up isn't ready to buy and despite consistant follow up and marketing, never seems to buy. Where can go to learn better closing techniques?
Kathy
| |
|
|
#35
| |
|
Quote:
|
Originally Posted by TheWildBonBon
Hmm, good point and there are days when I can get myself into the mindset that a "no" is really money in my pocket (no unneccesary marketing to someone wh isn't interested). However, the other point in my sales process that I find discouraging is the prospect who says "yes I am interested in your offer, send me info", but on the follow up isn't ready to buy and despite consistant follow up and marketing, never seems to buy. Where can go to learn better closing techniques? Kathy
| This may be very difficult to accept because, when you do it, it will result in a profound change in your beliefs and attitude about selling.
Interested prospects seldom buy.
When you eliminate the word "interested" from your vocabulary and replace it with the word "want," your sales results will improve very quickly.
| |
|
|
#36
| |
|
Jacques,
Sorry, I didnt' follow that. What may be difficult to accept and when I do what?
Kathy
| |
|
|
#37
| |
| Want Not Interested In
Quote:
|
Originally Posted by TheWildBonBon
Jacques,
Sorry, I didnt' follow that. What may be difficult to accept and when I do what?
Kathy
| I began following Mr. Werth's suggestion over a year ago - removing the word "interested" and instead asking if this is what you "want" and sometimes add "or not" and my business life began to change and so did my self esteem as Mr. Werth said it would.
Also, I quit sending out materials - when people want something we offer oour next step is helping them get it and that includes an exchange of information meaning me being clear they match what I want and visa versa - that can be called conditions of satisfaction.
So I continue to do these things, improve on them, reflect on them and do my best from day to day to not stray from them - at the age of sixty I'd like to think that the next four decades will be the most productive and exciting.
MitchM
| |
|
|
#38
| |
|
Yeah, that's the trick but you have to expand the conversatin a little beyond just taking the first yes/no or you'll find yourself accepting and expecting no answers if you don't push a little you will find yourself calling the entire phonebook for little or no results. It's more art than science but you cannot just rely on lucky chance.
| |
|
|
#39
| |
|
Quote:
|
Originally Posted by TheWildBonBon
However, the other point in my sales process that I find discouraging is the prospect who says "yes I am interested in your offer, send me info", but on the follow up isn't ready to buy and despite consistant follow up and marketing, never seems to buy.
| I don't know what the statistics are when it comes to conversion ratios and "send me literature" but I would guess they are quite low.
| |
|
|
#40
| |
|
Quote:
|
Originally Posted by TheWildBonBon
Where can go to learn better closing techniques?
Kathy
| Kathy, we do have a Closing the Sale forum where you can ask questions or read about closing. We also have a few Closing Scripts in the Sales Scripts forum.
| |
|
|
|
