STOP the Instant Gratification: Invest the Time and
Get that Sale!
by Mr. Cold
Call
Imagine
this for a just a minute. Go ahead and
close your eyes. Do it, no one’s
watching. Ok fine, keep your right eye
open so that you can read this article.
Think about what it would be like?
Think about what it might be like if you were able to make an outbound
telephone call and instantly make a sale!
No more stress, huh? No more emails
from your boss saying, “What are you going to do to reach your sales numbers
this week?” Imagine what your life would
be like with that unique ability to just pick up the phone and boom a sale? Sure this sounds like a nice story in sales
wonderland, and yes, anything’s possible, but is it likely?
Sure, there
might be a small percentage of sales prospects that answer your telephone call
and within a finger snap buy your product and/or service. Wait, did you hear
that? Snap, guess what just
happened? Someone just bought something
in California. Snap, snap and snap. Someone just bought something in London, Tokyo and Chicago.
Let’s face it, these knee-jerk types of telephone sales scenarios happen
infrequently. Your prospect’s reluctance
to buy instantly has a lot to do with the medium. They may or may not know your company by name
and they may even judge you based on how you carry yourself over the
telephone. What ever the reason might be
the point here is you need to STOP the instant gratification.
It’s
important to be aware that the quick sale doesn’t work and that your prospects
are more likely to buy from you over a period of invested time. When we use the word “invest” we’re talking
about the timeline of actionable steps that you take as a salesperson to earn
that sale. These steps include some of
the following and are not in any particular order:
- Timely follow up with your
sales prospect
- Emailing and sending articles
of interest to your sales prospect as a means to build repoire
- Asking the right sales
questions to uncover needs and close sales
- Citing studies and industry
research in support of your product and/or service suggestion
- Handling and overcoming common
sales objections
- Perfecting your tone, pitch, pace and inflection of your telephone voice
- Sending Thank you notes
- Making your prospect’s feel
important by using their name in conversation
- Responding quickly to requests
from your prospect to send more information about your product and/or
service
- Really listening to the needs
of your prospect and responding with practical solutions
This
article sounds a bit too simple, but sometimes it helps when others make us
aware of the simple things in life that at times may become a bit trivial. Sometimes the most trivial things in life are
the most important. What’s important
here is that I have brought this to your attention. And a result of this newfound awareness, you
may approach your next outbound call with a different strategic purpose or
desired outcome than when you had picked up the telephone yesterday without the
knowledge of this article. Are you willing to
invest the time needed to win your next sale? Or, are you going to ignore this article and look for the quick sale? I guess only time will tell....
Copyright 2008 Mr. Cold Call, Inc. - All rights reserved.
Behind The Scenes With Mr. Cold Call
Mr. Cold Call™, author,
cold calling pioneer, speaker, sales trainer and sales software
inventor has made over 80,000 cold calls over his sales career--this
number continues to grow exponentially. He is one of the most
famous names in cold calling and sales prospecting. Inside and Outside
Sales Professionals have visited his website, subscribed to his FREE weekly newsletter and ordered his brand name of products and services from
every corner of the globe. Mr. Cold Call™
has been quoted by numerous national publications such as Selling Power
Magazine and Investor's Business Daily and was recently featured by
Selling Power Live! in a CD audio program called "Turn Cold Calls Into
Gold Calls." Other accomplishments include his more than 65 published articles on cold calling
topics from A to Z, his infamous sales tracking sheet that automatically calculates your daily, weekly, monthly
and yearly sales ratios, his custom sales script service called "The Script Responder" and finally, his best-selling series of cold calling ebooks that include:
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