How to Call Your Prospects
There are literally a million different things you could say to a prospect. Most people simply were never taught the right way. What's worse than a pushy salesperson? A Trainer that teaches pushy salesperson techniques and strategies.
Selling the old-fashioned way no longer works like it used to in past decades. Today, people have access to unprecedented levels of information and third-party opinions thanks to the internet.
I was recently on an amazing training call by Tammy Stanley. If you do not know who she is, she went 7 years in the home party business without a single cancellation. This can only be done through building the right relationship from the beginning, quickly and systematically. That is unheard of in that industry, and makes her one of the best trainers on building your business the right way.
People actually like being with and talking with salespeople that they can talk to. The problem is most salespeople are trained wrong and are pushy or fake.
If you can remember one thing, it is: 'Prospects do not buy from you because they understand you, they buy from you because they feel you understand them.'
Two Mistakes Almost Every Sales Person Makes
1. Asking, 'How Are You?'
I know this is being taught by lots of trainers out there. I know this because I used to ask this same question when calling prospects. However, put yourself in the shoes of your prospect.
Avoid putting yourself in an awkward situation. Sometimes people actually tell you the truth. They go into all their problems and then you have no good way to bring the conversation back to inviting them to your business.
If you are calling them about a business opportunity, let them know right away why you are calling. It is not genuine to ask how they are doing if it is not the main reason you are calling.
If it is family you are calling, you can always ask them after they have said yes or no, 'How are you doing, by the way?'
2. Asking 'Did I catch you at a good time?'
Rarely, if ever are you going to be catching someone at time when they are expecting or desiring a call from you. Whether it is family you haven't called in a while or a cold call, its highly unlikely that you receive a great response to start your conversation.
After asking this question, its normal to receive a response like, 'Oh, well not really, but what?' You can tell just by the tone of their voice and the way they phrased their response that you did not get off on the best foot.