| Most of us don't wake up to the sound of "Zippidee | | | | starting using it. Alternate ways it can be used, what |
| Doo Dah" playing in our heads as we skip off to | | | | colors it comes in. Where it is made. How it gets |
| work for a day full of calling prospects. We dread it. | | | | shipped. etc. Then think of every way possible it |
| I've used the phone for sales calls for the last 8 | | | | could be used for something it wasn't intended. Want |
| years and it does get easier. There are 3 main | | | | a good warm up? Call customers who bought it and |
| problems that make this work so grueling and luckily | | | | say: "Tell me about how it's working for you." as well |
| for you, I've sifted out 3 REAL solutions over the | | | | as the other questions above. That's right. Ask. |
| past 8 years. | | | | 3. Problem: Ok. Ok. I can't help it. You aren't prepared. |
| First, let's identify some of the excuses that are out | | | | Think about this. You should spend 1/3 of your time |
| there. Tell me. Have you heard these (or said them)? | | | | doing work that "Comes Up". 1/3 of your time doing |
| - I don't have to make calls, I have a clientele. | | | | work you planned to do. And finally, you should |
| - I don't have time to make outbound calls, I'm too | | | | spend 1/3 of your time planning what work you will |
| busy. | | | | do. Sadly, lack of preparation leaves phone sales |
| - When will I have time to do my work if I make | | | | people stumbling, mumbling, and dying on the phone |
| that many calls? | | | | of pure embarrassment. What To Do: Pick a |
| Well, enough pointing fingers. Let's get to what you | | | | "category" of likely customers. For example: |
| came here for. The Solutions! | | | | purchased industrial vaccuums in the past. Plan what |
| | | | your focus will be and be ready to answer any |
| 1. Problem: Value. When you pick up the phone, do | | | | question on that focus possible. Ah all of you little |
| you feel sick in your stomach because you don't | | | | devils on my should are saying, what if they ask |
| know what to say? That's NOT because you are a | | | | about something else. GOOD. If they are asking, they |
| jerk or some mindless telemarketer. I'm not even | | | | are intersted. It's ok if you don't know something |
| going to throw the, "You aren't prepared, that's | | | | they are asking about as long as you know as much |
| why!" at you either (it's partly true, sorry). The real | | | | about why YOU called them. In fact, it's good to not |
| reason is because deep down, you don't know what | | | | know all the answers. It helps you to seem real, |
| value you have to offer the person you're calling. | | | | human, and helpful when you offer to get the |
| What To Do: Know thy self! Know what you have to | | | | answer. Plus, you just learned what people that |
| offer. NOT your products. They are tools to interact | | | | bought industrial vacuums are intersted in finding out. |
| with and use for solutions to your clients problems. | | | | GO back to the plan for tomorrows calls and use the |
| What you have to offer is the SOLUTION to their | | | | story for future sales. |
| problems. What if they don't have a problem. Simple. | | | | Picking up the phone is easy when you have in mind |
| Don't call trying to fix it. Spend your time calling | | | | "WIIFM" (What's In It For Me) from the prospects |
| someone you can help. | | | | point of view. Otherwise known as VALUE. Knowing |
| 2. Problem: I touched on this a earlier, but you don't | | | | HOW to offer what you offer or how to position |
| know enough about WHAT you offer... the products | | | | the value stems from the latter 2 solutions. Know |
| itself. PK or Product Knowledge is the single best | | | | your product (every way it can be used, what colors |
| resistance to objections. Your prospect naturally will | | | | it comes in and why, etc.) and finally be prepared. |
| challenge your authority on the "problem" or "issue" | | | | When you look at your watch and say, "I only have |
| that you've brought to their attention. You are not | | | | 3 hours left to call 50 people. I don't have time to |
| convincing them to buy the product. People buy | | | | prepare for it. " just look in the mirror and smack |
| because the feel the need to or want to. Not | | | | yourself. No seriously, remember these words: 1/3 |
| because they were convinced to. On the other hand, | | | | preparation, 1/3 planned work, and 1/3 unplanned |
| you will NEED to persuade them to believe you are | | | | work. Not only will it instantly calm you down, but |
| more "in the know" about the solution they need and | | | | also make you better at your calls. You may not get |
| oh, you offer. What To Do: Learn everything about | | | | to all 50 calls. You might strike it rich on call number 1 |
| the product. What it does. What it does not do. Who | | | | or 2 or 3 or.... You get the idea. Having a better |
| made it first. Who made it better. When people | | | | quality call is good for your customers and for you. |