"Quality questions create a quality life. Successful people ask better questions, and as a result, they get better answers." - Tony Robbins
Close More Sales More Often By Asking Who, What, Where, Which, Why, How and When?
by Pop Icon Mr. Cold Call™
These days everyone's got a new sales closing technique. The best way to close more sales is to just ask more open-ended questions. Below is a list of 35 questions that you could ask on your cold calls and they are categorized by Who, What, Where, Which, Why, How and When?
|
Close More Sales By Making Your Prospect Feel Important!
by Pop Icon Mr. Cold Call™
John Dewey, a 21st century renowned philosopher, psychologist and educator said that the need to feel important is a basic law of human nature. When you are contacting your sales prospect, engaging in conversation with them and even speaking with their gatekeeper it is so important that you apply this law of human nature. While this concept is common sense one could argue that it is not common usage. Why is this true? Because many of us get caught up in everyday life and we forget how important it is to make others feel important. How do you bring these "common sense principles" from your subconscious to your conscious mind? It's called awareness.
1. The Importance Of Remembering And Using People's Names.
"Excuse me, what is your name again?" Have you ever found yourself saying this? I must admit that this has happened to me many times. One creative idea to remember the names of others is to think of a moviestar soon after you have learned your prospect's name (or the name of their gatekeeper). So for example, a man's name is Harrison then think of Harrison Ford. Or, if a woman's name is Sandra then think of Sandra Bullock. Another strategy is to write the name of your prospect down on paper. This idea works well if you are dealing with gatekeepers or if you find yourself being transferred from one person to the next to reach the correct decision maker.
In regards to using people's name, I would suggest that you use your prospect's name at the beginning, middle and end of your conversation. Also, when you send them emails make sure you use their name in your email to them. Further, I would also make sure that when you speak with the gatekeeper that you politely ask them for their name.
How many times have you not asked for the gatekeeper's name and just said, "Can you please transfer me to (Name of your prospect)." How about if you said, "May I have the pleasure to know your name? Once you know their name I would say their name and then ask to be transferred again to your prospect. As a final note, I would record the name of the gatekeeper in your call notes so the next time that you call you make your prospect's gatekeeper feel important!
2. The Importance Of Sending Handwritten Thank You Notes.
How often do you find yourself sending emails rather than sending a thank you note? The reason most likely is because it's easier to send an email then to take the time to send a handwritten note. In regards to sending emails and making your prospect feel important, I usually send an email to summarize or confirm what we had spoken about over the telephone (i.e. you set up a time to meet with them).
In regards to sending thank you notes, I recommend that you send a thank you note to any prospect in which you have spent more than five minutes on the telephone with. Also, if your prospect does not return your telephone calls, I would suggest that you send them a hand written note that you have been trying to reach them. When you take the time to write a thank you note then you are letting your prospect know that they are important.
|
