When it comes to effective prospecting, Being a warm
voice on the end of the phone, who sounds different to the majority out
there is paramount and hopefully memorable.
Ok your warm but don't get cuddly. You don't want to sound creepy and wet. No one likes creepy.
Of
course nice and friendly doesn't work on everyone. You have to be
relatable with whoever you talk to. Sometimes people want the facts
with no small talk. Be clear, concise and direct. If you feel you are
not getting anywhere, call back another time. The person may be having
a hard day. You may get a better response another time from them or
someone else may answer who is more receptable.
You have to use
different techniques for different people. When people like each other
naturally there is a matching that goes on. Close friends will wear the
same clothes, have a similar haircut and of course match each others
body language. Matching a potential client is very important in the
building of rapport. Be careful you don't make it to obvious, it can
have the opposite effect if you are found to be copying them.
So at the start try to match there conversational style and speed slightly.
Be
Unique The best advice someone once gave me was to be yourself. If you
want to be remembered, be unique. We are naturally unique with
individual finger prints. We all have a unique voice. I still think
that is so cool. People get bored and frustrated at the same
introductions Sales People make.
As a Sales Trainer I find it
loathsome going into retail stores. They are generally full of young
people who have had no training in sales, however one transferable
question stays the same for there introduction. You probably know what
I am about to say and the general public's response is just as
predictable. The Sales Assistant says, "Can I help you", and the
prospective buying tormented world say, No we are just looking.
Aaaaaaaaaagggghhhhhhh!
Make your introduction different to the
rest of the sales people calling. This person may have talked to 5
other sales calls before you, for the day. You have got a good 10
seconds to impress them. Make it worthwhile for you and them.
Reward
Yourself Keep the momentum going. If you are calling on the phone,
discipline yourself not to put the phone down on the reciever till you
get a result. Then reward yourself with something positive. But not too
long or you will get out of your momentum. What most people do is
reward themselves negatively. When they have had a negative experience
they reward themselves with comfort. That is how we are made. It is
normal to always move towards pleasure rather than pain. But no pain no
gain.
You have to keep thinking about the reward. What exactly
are you getting out of the call. If you don't have a reward, you are
not going to sell your product. If you don't have any reason why you
are putting yourself through pain, you just won't do it.
Prospecting is about the pursuit of finding gold. Gold must represent something good for you or why bother.
Earl Nightingale says, "You are become what you think about."
What are you thinking about?
