| |
| |
|
Marketing Information |
|
|
|
Why Trying to Get the Appointment Can be a Recipe for Dis-Appoinment
Why Trying to "Get the Appointment" Can be a Recipe for Dis-Appoinment Last week, this e-mail from Jack arrived in my inbox: To: Ari Galper I've just coined a new disease for the medical books,and I'm hoping you can help me cure it. Have you ever heard of "freezing-up-on-the-first-call paralysis"?It's brought on by the stress of selling! I'm new to sales, and, as I've been starting out, I've studied allthe programs from all the "sales masters." They all insist that, when I call new prospects,I should be laser-focused on getting appointments. The problem is, when I make that first call and lead the conversationtoward the goal of getting an appointment, I hit a "wall." I know that if I can just get face-to-face with prospects, they'll see thevalue of my solution -- but I can't even get there because they shut me down. When they tell me "I'm not interested" or "I'm busy now" or"We already have a vendor," I'm left with nowhere to go. What's worse, I can't even come up with what to say next. Can you recommend some "medicine" that will help? Always open-minded, "Whew!" I thought when I read this. "That's an intense e-mail!"Jack's e-mail started me thinking about the hundreds of conversationsI've had with many of you who are out there selling your solutions day in and day out. I realized that his "disease" is so pervasive that those of youwho are suffering from it could probably use a "prescription"from the Unlock The Game? pharmacy. This was my response to Jack: To: Jack Dear Jack, First of all, thank you so much for being open to sharing your painful selling challenge. You articulated so beautifully what so many other people are experiencing,and I hope you won't mind if I share your e-mail and this responsewith my newsletter subscribers. Here's why you've been afflicted with this "disease"-- and what you can do to cure it. The "wall" you hit when you try to get the appointment is the prospect'sreaction to you putting your own objectives ahead of the crucialtrust-building process that would actually allow an appointment to emerge. By laser-focusing on getting the appointment, you're sabotaging three factorsthat are vital if you're going to build trust. To build trust, you need to: 1. Focus the conversation on your prospect's problems, while holding off on offering your solution. 2. Create a two-way dialogue instead of a one-way monologue. 3. Determine whether you and your prospect are a "fit" in terms of being in sync about putting resources toward solving the problems. All three of these elements must happen in the most natural way possible...and you can help them to come about. Here's how: *Invite your prospect into the conversation naturally and comfortably --not by making a mini-introduction about yourself (that only triggers the "wall"),but by asking, "Can you help me out for a second?" *Toss out your selling scripts and create a dialogue path around thespecific problems that you know your product or service can solve. For example, rather than saying, "Our solution lowers costs," try,"Our solution solves three specific problems that you may be experiencing." Then, state exactly what those problems are. Identifying and agreeing on the prospect's problems is crucial butnot enough to build the trust and commitment you're seeking. You can continue the conversation with something along these lines:"Sounds as if these issues are important for you, but, if we can just take a second,are they considered a priority, given what else might be on your plate right now?I mean, are these problems immediate enough that your company can putresources into a solution at this point?" You see, Jack, the basic cause of your "disease" is that you're not focusingyour calls on your prospect's perspective. But if you simply expand your mindsetand begin implementing new problem-solving language, you might be surprisedwhen your prospect suggests making an appointment. Warmest regards, Ari The next day, Jack replied: To: Ari Galper Dear "Dr." Ari, Thank you so much! Your reply gave me a huge sense of relief. All of a sudden, I'm feeling "healthy" and motivated again. Your relieved patient, Jack P.S. Sure, please do share our conversation with your subscribers sothey don't have to suffer the way I have. Try this medicine and see if it works for you. With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years. His profound discovery of shifting one's mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world's leading authority on how to build trust in the world of selling. Leading companies such as Gateway, Clear Channel Communications, Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit http://www.unlockthegame.com to get his free sales training lessons.
MORE RESOURCES:
Marketing - Google News |
|
|
|
RELATED ARTICLES
Corporate Branding and Trade Shows - 8 Tips for Marketing Managers Trade shows are part of the marketing mix and the appearance by your firm should be a continuum of your entire marketing including advertising, public relations and events.While you may introduce a new product or showcase a service, many firms make mistakes by not connecting the overall corporate branding with the show. Networking Events - Lose the Fear and Gain the Benefits "Kevin, are you saying I need to go to Networking events? I hope not because I hate them."No, of course you don't have to go to them. A Complaint? It's a Compliment! - 7 Tips for Dealing with Complaints at Trade Shows A Complaint? It's a Compliment!What made you mad last week?In the past week, how many times were you upset by something? What action did you take? Complain to the neighbors, make a snide remark to a co-worker, post it on a list or email a group? Did you just gossip or did you try to make it into a positive experience? They say we complain to ten people for every one compliment about a product or service.Did you call the manager of the company, write the company president, email a suggestion for improvement? Probably not. Be a Smarter Marketer - Learn the L-A-W for Trade Shows People attend trade shows because they are in a specific industry and want to learn more. They want to know what's new and how you will help them. The Power of Thank You Sometimes we loose site of the small things in life that are incredibly important. As a child growing up in America, most people are taught from a very young age to say Thank You in appreciation of a courtesy extended by someone. Direct Mail Marketing Done Correctly, Cannot Fail So how do you do it?Direct mail marketing. When it comes to marketing your product or services there are two basic challenges:1. The Most Powerful Marketing Strategy Available To Small Businesses Most small business owners want to generate huge profits, with little effort and in the least amount of time. If you fall into this category then joint venture marketing is the fastest, easiest and most profitable way to do that. How To Get New Business Market, Market and then market some more. So many small and home-business owners do what we call spot marketing. Marketing On The Cheap: Become a Joiner Recently I wrote an article on the benefits of joining your local Chamber of Commerce as a way of getting exposure for your business. See "Marketing on the Cheap: Join The What?" at this source or at http://sbmag. Marketing Strategy - Spell Out Your Unique Value I attended a "Sales Focus" seminar a few years back in which the speaker asked this key question. "Why, based on all the competitive alternatives available to me, would I want to buy from you?" What a great question. 50 Unbelievable Benefits Of Joint Venture Marketing What Is A Joint Venture?A joint venture is an agreement in which two ormore businesses work on a project for a set periodof time. Joint ventures can be long-term, likepromoting a product together, or some can beshort-term, like bartering (trading) products andservices. How To Use Humor Successfully In Your Business Communications For generations people have been saying that laughter is good medicine. And now the scientists have taken an interest it turns out great-grandma was right. Michael Jackson, Classic Marketing Blunders And Your Wallet! You couldn't help but be captivated by the unbelievably cute kid with the amazingly controlled falsetto voice and electric dance moves. He was only 10 years old, when he exploded onto the music scene, along with his brothers as the lead singer of the Jackson 5, but he had the stage presence of a twenty year veteran. Sponsorship: A Key to Powerful Marketing Sponsorship is the fastest growing form of marketing in the U.S. Marketing Copy - Brand Identity Guru Tips on writing great copy for your marketing efforts.It's just four steps that I call the Writing Path1. Wife's Marketing Prowess Helped Edison See the Light It is well known that Thomas Edison was an inventor, a genius, and he never slept. Did you know that Mrs. Commercial Collections By Telephone The telephone enables a credit manager to make many contacts in the shortest period of time. A call permits you to present your case to the debtor for immediate response. Marketing Apathy Solutions: 10 Solutions for Overcoming Apathy Beginning Today Are you suffering from feelings of indifference or a lack of concern when it comes to marketing your business? Do you lack the passion that's necessary to attract customers to your business?Marketing apathy, characterized by feelings of passiveness, disregard, and a lack of interest is widespread among today's businesses. This attitude is like putting a roadblock between you and your success. Attracting Clients With Ease Whether you are already running your own business, or still thinking about starting your own business, I suspect that deep down you know you have gifts and talents that can really make a difference to others. In an ideal world, you'd spend the majority of time doing the work you love to do, with a steady stream of clients knocking at your door as and when you want them. 4 Ways to Get a Prospects Attention Fast Can you remember the last dozen advertising messages beamed at you today? Can you remember even one of them? Most people can't.This illustrates a major obstacle you need to overcome before you can successfully promote your product or service.
|
| home | site map |
| © 2006 |
