[a] Many of our Prospects have been Stewed, Screwed, Bar-b-qued, Reamed, Steamed, and Dry Cleaned so they have built up defense shields. We need to encourage them to and allow them to “dump" their pain and hurt before they will ever be receptive to anything new.
The Internet has made it easier for Prospects to find the good, the bad, and the ugly, or even vicious rumors or false claims about our Product, Service, Company, or even us. We need to discover their beliefs and opinions and determine what they are basing them on.
[c] Prospects are being bombarded by Commercials at record levels. They are on Radio, Cable TV, emails, at the Movies, in Print Media and Direct Mail, plus they are inundated with Phone Calls offering everything imaginable. This means our opening needs to be creative and/or arouse curiosity, and/or be a little weird, warped, or wacko to immediately grab their attention.
[d] Most Prospects are no longer interested in or have the time for small talk such as; “How’s the Weather out there?" This means we need to stress Benefits within the first 10 to 12 seconds or we are dead meat. All Prospects want to know one thing, which is; “What’s In It For Me?"
[e] Most Prospects have less time to sit and listen to a Phone Jock ramble. We can no longer waste their time eventually getting to the point. We must have a Script which uses the most powerful, emotional, and descriptive words possible. It must determine their needs, determine if they have the where with all to make and afford a decision, demonstrate how our Product or Service can fill their needs, be prepared with Short Answers to their Questions and Objections, and then know at least 10 ways to Close the Sale .
POSITIVE TIP:
Which Voice are you listening to? We all have 2 Inner Voices; one that can help us Make our Dreams and the other that can help us Break our Dreams. Unfortunately it’s been proven that the human mind will always come up with more Negatives than Positives, unless we train it to only think of the Best, work for the Best, and accept only the Best. If we truly believe that that we are destined for greatness, than nothing can stand in our way.
Wow, do you realize that the Beatles were turned down by 10 recording studios before Capitol finally picked them up? Can you appreciate that Walt Disney was turned down by 321 banks before someone finally said yes to his dream of Disneyland ?
And by the way, if that’s not discouraging enough, Walt ended up going Bankrupt 13 times after that. We need to develop our Dreams, believe in them and our ability, put an Action Plan together, get started and follow that Plan, and then only listen to our Dream Maker Voice.
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