Another Linkedin Q&A response regarding cold calling intro scripts. Enjoy and I am still waiting for your opinions.
Cold Calling Experts...This One's For YOU!
I haven't "cold-called" since college, but I believe in my new initiative so much that I am calling around to Business Owners, Company Presidents and CEOs to tell them about it! Here's the outline for my script:
- Intro that gets their attention.
- Time commitment (Not even sure we should be talking...Got 30 seconds?)
- 30,000 foot overview of the benefits of what I am offering
- Testimonial as to what this can do for them
- This is not right for everyone, nor is everyone who wants to participate going to be invited.
- Invitation to go to the next step Results thus far are good, but I am looking to Emeralize this and "Kick It Up A Notch - - BAM!!!".
Let me hear from you if you've got experience with successful cold calling (Please no "If the planets line up just right and you hop on one foot and..."!!!).
Here is my intro:
Hi, This is Ed with Company A, did I catch you at a good time?
Yes--> Cool, if you have a minute for something like this then I'll take less...
No--> Cool, we are not familiar so would it make sense to put some info in your hands to give you a context when we talk again?
Yes--> What's your email and by the way, Company A does... I was directed to you as the best person to speak with about... am I in the right place?
Yes--> I know the timing isnt right now but if you could think about what hurts in this area it would give me something to shoot at.
(To first Yes) Company A does... I was directed to you as the best person to speak with about... am I in the right place?
Yes--> I want to respect your time and be brief so could you tell me a bit about... (qualifying questions)
If the prospect is answering questions then you have accomplished your task successfully because your objective for the cold call should be to qualify interest in... or out.
Your time is more valuable than theirs on the front end because you are spending it (not making money in most cases) calling so do not let anyone waste it. There is a strong confidence you must have in undertaking any cold calling effort (that you want to end successfully) so strap up when you pick up the phone.
As a parting note, there are 4 C's to effective cold calling:
Consistency
Competency
Confidence
Commitment
One leads to the other but they all work together to build successful habits in this (or any) area of expertise.
Monday, June 23, 2008
Does a dog bite?
I do not even think I have to queue this one up...
Do you cold call?
Everyone I've spoken to either loves or hates cold calling. It seems that no one is on the fence. So if you cold call, why do you do it? What types of results do you get? What do you say? Where do you find your list? If you don't cold call, why not? Have you tried it and gotten poor results? What do you do instead?
Great question and I hope you are seeking insights as a preface to a cold calling effort of your own. If not, that's cool too... Anyway, I cold call because I love to do so! I guess I should preface this by asking whether you are speaking of cold calling over the phone or canvassing? (door to door) I have done both successfully over the years but will stick to what is probably the traditional denotation- over the phone cold calling.
I always produce great results through my efforts because of the aforementioned "why" and I think that is the lynchpin in any successful endeavor- The Passion one brings to the endeavor. If a person hates something it is impossible to derive satisfaction from it because our intellects and emotions will not allow it. In most cases, the level of satisfaction or reward will drive the level of success. (Maslow's hierarchy of needs for organizational behavior)
I say anything that comes to mind... seriously, I utilize scripts that I've developed over time through trial/ error, (mostly error) expert insights and recommendations of others and stuff I get from the culmination of every book I have read on interacting with people and communcation.
Lists are a dime a dozen and can be found all over the internet. You can create you own list from address books, past contacts, personal networking, etc. You can buy lists from the likes of InfoUSA and Dun & Bradstreet. (Harris and Hoovers too) You can subscribe to services like One Source, Salesgenie, True Advantage, etc. You can use the phone book, or other print advertising directories. You can use social and professional networking sites like LinkedIn. You can use competitor websites... no one does that though. Ha ha.
All and all, if you endeavor to initiate a cold calling effort it can be rewarding, challenging, frustrating, pain staking, tedious, exciting and boring all at once. I like to think of it as preparing for a ride on the world's tallest, fastest and most looping roller coaster- going up the first hill with a blindfold. How exciting and frightening is that? Whatever you come up with have fun.
Do you cold call?
Everyone I've spoken to either loves or hates cold calling. It seems that no one is on the fence. So if you cold call, why do you do it? What types of results do you get? What do you say? Where do you find your list? If you don't cold call, why not? Have you tried it and gotten poor results? What do you do instead?
Great question and I hope you are seeking insights as a preface to a cold calling effort of your own. If not, that's cool too... Anyway, I cold call because I love to do so! I guess I should preface this by asking whether you are speaking of cold calling over the phone or canvassing? (door to door) I have done both successfully over the years but will stick to what is probably the traditional denotation- over the phone cold calling.
I always produce great results through my efforts because of the aforementioned "why" and I think that is the lynchpin in any successful endeavor- The Passion one brings to the endeavor. If a person hates something it is impossible to derive satisfaction from it because our intellects and emotions will not allow it. In most cases, the level of satisfaction or reward will drive the level of success. (Maslow's hierarchy of needs for organizational behavior)
I say anything that comes to mind... seriously, I utilize scripts that I've developed over time through trial/ error, (mostly error) expert insights and recommendations of others and stuff I get from the culmination of every book I have read on interacting with people and communcation.
Lists are a dime a dozen and can be found all over the internet. You can create you own list from address books, past contacts, personal networking, etc. You can buy lists from the likes of InfoUSA and Dun & Bradstreet. (Harris and Hoovers too) You can subscribe to services like One Source, Salesgenie, True Advantage, etc. You can use the phone book, or other print advertising directories. You can use social and professional networking sites like LinkedIn. You can use competitor websites... no one does that though. Ha ha.
All and all, if you endeavor to initiate a cold calling effort it can be rewarding, challenging, frustrating, pain staking, tedious, exciting and boring all at once. I like to think of it as preparing for a ride on the world's tallest, fastest and most looping roller coaster- going up the first hill with a blindfold. How exciting and frightening is that? Whatever you come up with have fun.
Show me the money... $1,000,000
I really love this question because it is for those high minded sales professionals who wish to distinguish themselves from their peers and shoot for the stars. (The $1,000,000 stars) I was recently an RFI response away from the threshold of such a deal but alas, it wasn't to be so I thought I would answer this Linkedin Q&A response instead. Enjoy and weigh in anytime.
What are vital skills needed to generate and close a technology sales deal worth a million?
Please provide the important skills to develop and deploy for reaching targets.
I would have to say that one of the primary skills required to generate and close a million dollar deal be Persistence.
Persistence to find the appropriate decision makers and influencers through the sea of... others.
Persistence to continue asking questions until you find the real critical issue hidden within... everything else.
Persistence to follow-up time and time again (in a polite and courteous manner) when it seems like your prospect... has gone away.
Persistence to advocate on behalf of your prospect when your boss (or sales manager) says your wasting your time with this deal that will never close.
Persistence to stay on top of your operations, engineering and/ or development team who may not understand the magnitude of the opportunity.
Persistence to go back to the table when the prospect says your number is way off and staying with your competitor (the incumbent) might not be a bad idea.
Persistence to ask more questions to get to the bottom of the real reason your being pressed for a better number.
Persistence to personally ask for the business and help the prospect move into implementation.
Persistence to have been looking for the next million dollar deal at the same time you began looking for this one.
What are vital skills needed to generate and close a technology sales deal worth a million?
Please provide the important skills to develop and deploy for reaching targets.
I would have to say that one of the primary skills required to generate and close a million dollar deal be Persistence.
Persistence to find the appropriate decision makers and influencers through the sea of... others.
Persistence to continue asking questions until you find the real critical issue hidden within... everything else.
Persistence to follow-up time and time again (in a polite and courteous manner) when it seems like your prospect... has gone away.
Persistence to advocate on behalf of your prospect when your boss (or sales manager) says your wasting your time with this deal that will never close.
Persistence to stay on top of your operations, engineering and/ or development team who may not understand the magnitude of the opportunity.
Persistence to go back to the table when the prospect says your number is way off and staying with your competitor (the incumbent) might not be a bad idea.
Persistence to ask more questions to get to the bottom of the real reason your being pressed for a better number.
Persistence to personally ask for the business and help the prospect move into implementation.
Persistence to have been looking for the next million dollar deal at the same time you began looking for this one.
Sunday, June 22, 2008
I call all the time... I follow-up all the time.
"Yet again?" Yes, again I am snatching insights from my Linkedin Q&A responses because my creative powers are as great as those of a rock. Enjoy and weigh in at your convenience.
When you cold call, how often do you follow up?
Particularly with warm leads, how often do you call back? Is there a rule of thumb? Does it change depending on the industry and the size of the prospect. In addition to follow-up phone calls, what other types of follow-up do you use - snail mail, email, newsletters etc. Do you use multiple methods? What works best for you?
Thanks for posting such insightful questions. I have a process developed for managing prospect interactions throughtout the lead generation, cold calling and inside sales effort:
Identify
Qualify
Develop
Close
Follow-up
It acts more as a continuum than a linear cycle because you may not always run through the steps in a specific order.
In my opinion, one of the most important aspects of the continuum is Follow-up because this maintains the essential connection between the sales person and their prospect. I follow-up at every scheduled junction of an interaction once the opportunity is classified as "warm" because it maintains continuity. I might add, not to an excessive or overbearing extent but to insure that "up front contracts" (Sandler Selling System) or incremental actions are achieved to keep the process moving along smoothly.
The follow-up can take the form of email, snail mail, LinkedIn note, phone call, text message, IM and whatever comes to mind as a courteous and non obtrusive method. Most importantly, the prospect must understand your intention and expectation for the follow-up and be agreeable to the interaction. I believe that my time is equally valuable when entering into an interaction with a prospect and I will return fire (agreeably) when necessary to insure our interests align to establish mutual sincerity and expectation.
Lastly, I am a proponent of calling so my knee jerk follow-up response is typically by phone unless otherwise designated by the prospect. Ultimately, follow-up efforts will be immensely successful as long as you maintain open communication with your prospect, setting expectations... and sticking to them.
When you cold call, how often do you follow up?
Particularly with warm leads, how often do you call back? Is there a rule of thumb? Does it change depending on the industry and the size of the prospect. In addition to follow-up phone calls, what other types of follow-up do you use - snail mail, email, newsletters etc. Do you use multiple methods? What works best for you?
Thanks for posting such insightful questions. I have a process developed for managing prospect interactions throughtout the lead generation, cold calling and inside sales effort:
Identify
Qualify
Develop
Close
Follow-up
It acts more as a continuum than a linear cycle because you may not always run through the steps in a specific order.
In my opinion, one of the most important aspects of the continuum is Follow-up because this maintains the essential connection between the sales person and their prospect. I follow-up at every scheduled junction of an interaction once the opportunity is classified as "warm" because it maintains continuity. I might add, not to an excessive or overbearing extent but to insure that "up front contracts" (Sandler Selling System) or incremental actions are achieved to keep the process moving along smoothly.
The follow-up can take the form of email, snail mail, LinkedIn note, phone call, text message, IM and whatever comes to mind as a courteous and non obtrusive method. Most importantly, the prospect must understand your intention and expectation for the follow-up and be agreeable to the interaction. I believe that my time is equally valuable when entering into an interaction with a prospect and I will return fire (agreeably) when necessary to insure our interests align to establish mutual sincerity and expectation.
Lastly, I am a proponent of calling so my knee jerk follow-up response is typically by phone unless otherwise designated by the prospect. Ultimately, follow-up efforts will be immensely successful as long as you maintain open communication with your prospect, setting expectations... and sticking to them.
Where did my prospect go...
Anyone worth their salt in sales has faced the dilemna when their prospect decides to disappear and since I am worth a lot of salt (and no pepper) here goes...
Interested Leads suddenly drop off! – What are the possible causes and To what extent should we pursue the prospect?
When you generate a lead in a campaign and you receive a positive response, you start the first level of talks (Call or email) and suddenly the lead disappears! Sometimes Key Contact person is out of office doesn’t pick up your phone call, Prospect doesn’t respond to your follow-up emails. I generally try to follow-up 3-5 times either through telephone or e mail. If still there is no response I move on. Sometimes it may be that the contacted CTO/CEO are extremely busy, and do not get sufficient time to continue responding. What could be the possible reasons for suspects/prospects dropping off? To what extent should we pursue the prospect by telephone/ emails?
This is an issue that everyone who engages a sales prospect runs into sooner or later... if they stick with it that is.
There could be a number of reasons a prospect "falls off the earth" or "goes dark" but the most important aspect of this process is not what the prospect does (or why) but what the sales professional does.
Nonetheless, one of the fundamental aspects of prospecting is to maintain a consistent flow of activity between yourself and the prospect. I call this, Incremental Action. Sandler refers to it in some degree as establishing up front contracts, which enable a sales professional to maintain the continuity (and integrity) of the selling process from start to finish.
Finally, each sales professional will have a gauge of how much time to invest in this type of pursuit but I usually follow-up until I get a "no" or a "yes". Both are equally valuable to your continued success.
Interested Leads suddenly drop off! – What are the possible causes and To what extent should we pursue the prospect?
When you generate a lead in a campaign and you receive a positive response, you start the first level of talks (Call or email) and suddenly the lead disappears! Sometimes Key Contact person is out of office doesn’t pick up your phone call, Prospect doesn’t respond to your follow-up emails. I generally try to follow-up 3-5 times either through telephone or e mail. If still there is no response I move on. Sometimes it may be that the contacted CTO/CEO are extremely busy, and do not get sufficient time to continue responding. What could be the possible reasons for suspects/prospects dropping off? To what extent should we pursue the prospect by telephone/ emails?
This is an issue that everyone who engages a sales prospect runs into sooner or later... if they stick with it that is.
There could be a number of reasons a prospect "falls off the earth" or "goes dark" but the most important aspect of this process is not what the prospect does (or why) but what the sales professional does.
Nonetheless, one of the fundamental aspects of prospecting is to maintain a consistent flow of activity between yourself and the prospect. I call this, Incremental Action. Sandler refers to it in some degree as establishing up front contracts, which enable a sales professional to maintain the continuity (and integrity) of the selling process from start to finish.
Finally, each sales professional will have a gauge of how much time to invest in this type of pursuit but I usually follow-up until I get a "no" or a "yes". Both are equally valuable to your continued success.
The "Know it All" knows best...
I seem to be getting all my best material these days from Linkedin so I guess I will continue the trend with yet another response to a Linkedin Q&A. This one is regarding...
How best to deal with the know-it-all prospective client?
Today I had a discussion with a potential client (although I doubt it at this point) who was interested in some asset protection planning. He was very intelligent but had been mislead in the past about the usefulness of a particular structure. Of course this prior attorney was brilliant, and I knew if I challenged him he would take insult. I knew he would view any contradiction as a personal insult against his own intelligence. And I was right. When I informed him that his prior attorney had not really helped him very much, he was quite upset. How do you deal with the "know-it-all" client who wants to tell you how to do something, and what they are telling you is wrong????
There is a great book that can assist you with "people dealing" called, Skill With People- Les Giblin and it is a timeless classic for those interested in successful relationships and interaction with people. There is a brief (all the chapters are brief) chapter on "How to Skillfully Agree With People" that talks about mastering the Art of Being Agreeable. Without going into a lot of detail about the components of being agreeable, I will share (from the book) the "why" or reasons for being agreeable; which may help you work toward the "how".
- People like those who agree with them
- People dislike those who disagree with them
- People do not like being disagreed with.
Pretty simple stuff huh? In my mind, this is how it boils down: I want to feel important (as do we all) and when I am made to feel important I feel better about myself, my purpose and a bunch of other things. Since I know that I share this sentiment with every other person on the face of the earth it will help me deal with them because I know we are after the same things. I will go out of my way to make someone else feel important (even if they are wrong about a thing) because this is how I want to be treated. (Such as being agreeable with someone who is wrong something)
In short, I deal with a know it all person the same way I deal with someone who does not know it all. I use courtesy, discretion, diplomacy and tact to agree with them but most importantly, I listen to them and allow them to express how I might help them. If they truly want my help, they will state it to me (directly or implied) and I will confirm that they wish my assistance by asking, "We have spoken about a lot of things and I am not certain we agree on all of them, but would you really like my assistance in dealing with _________? If so, I am willing to help you as much or as little you would like. Then I shut up... (like now)
How best to deal with the know-it-all prospective client?
Today I had a discussion with a potential client (although I doubt it at this point) who was interested in some asset protection planning. He was very intelligent but had been mislead in the past about the usefulness of a particular structure. Of course this prior attorney was brilliant, and I knew if I challenged him he would take insult. I knew he would view any contradiction as a personal insult against his own intelligence. And I was right. When I informed him that his prior attorney had not really helped him very much, he was quite upset. How do you deal with the "know-it-all" client who wants to tell you how to do something, and what they are telling you is wrong????
There is a great book that can assist you with "people dealing" called, Skill With People- Les Giblin and it is a timeless classic for those interested in successful relationships and interaction with people. There is a brief (all the chapters are brief) chapter on "How to Skillfully Agree With People" that talks about mastering the Art of Being Agreeable. Without going into a lot of detail about the components of being agreeable, I will share (from the book) the "why" or reasons for being agreeable; which may help you work toward the "how".
- People like those who agree with them
- People dislike those who disagree with them
- People do not like being disagreed with.
Pretty simple stuff huh? In my mind, this is how it boils down: I want to feel important (as do we all) and when I am made to feel important I feel better about myself, my purpose and a bunch of other things. Since I know that I share this sentiment with every other person on the face of the earth it will help me deal with them because I know we are after the same things. I will go out of my way to make someone else feel important (even if they are wrong about a thing) because this is how I want to be treated. (Such as being agreeable with someone who is wrong something)
In short, I deal with a know it all person the same way I deal with someone who does not know it all. I use courtesy, discretion, diplomacy and tact to agree with them but most importantly, I listen to them and allow them to express how I might help them. If they truly want my help, they will state it to me (directly or implied) and I will confirm that they wish my assistance by asking, "We have spoken about a lot of things and I am not certain we agree on all of them, but would you really like my assistance in dealing with _________? If so, I am willing to help you as much or as little you would like. Then I shut up... (like now)
This again...
Cold calling is always getting a bad rap... shall I say the philosophy of cold calling is always in question and I think that is why the practice does not prove successful for more sales professionals. So much waffling on the whys and why nots and not enough actual cold calling. Anyway, this is yet another Linkedin Q&A response to the age old question...
Does cold calling work?
We are losing a large account, and our upper management has decided to initiate a cold-calling campaign to generate new business. We sell marketing websites B2B, and we've decided to put other marketing and sales techniques on the back burner in favor of a massive cold calling campaigns. We are a small company, so our sales and marketing departments share many of the same people. This campaign will effectively stop all marketing work until the beginning of January 2009. Our ideal clients are typically upper management and C level execs, and the idea is that we will sell the people on the bottom with our product and they will push us up to the decision makers. Are we doing the right thing to put our focus on cold calling?
Whoah! Stopping all other marketing related efforts (of which telemarketing is one- by the traditional definition of marketing) for cold calling can be tricky if it is not conducted appropriately. There are a lot of things that go into a successful cold calling effort and if you do not have some of the basics in place it can fail miserably. I would suggest working with an expert organization and contracting the effort to gain some data points and conduct some analysis while achieving results. If this is the first time the company has undertaken such a effort then I would get some help FAST. On the other hand, if your sales team is well versed in the process then you should be fine as long as clearly defined objectives are lined up with expectations, activity goals and measurement. I presume you have some level of CRM and this could be a great chance to get the most of it.
Please weigh in with your thoughts, opinions and expert advice.
Does cold calling work?
We are losing a large account, and our upper management has decided to initiate a cold-calling campaign to generate new business. We sell marketing websites B2B, and we've decided to put other marketing and sales techniques on the back burner in favor of a massive cold calling campaigns. We are a small company, so our sales and marketing departments share many of the same people. This campaign will effectively stop all marketing work until the beginning of January 2009. Our ideal clients are typically upper management and C level execs, and the idea is that we will sell the people on the bottom with our product and they will push us up to the decision makers. Are we doing the right thing to put our focus on cold calling?
Whoah! Stopping all other marketing related efforts (of which telemarketing is one- by the traditional definition of marketing) for cold calling can be tricky if it is not conducted appropriately. There are a lot of things that go into a successful cold calling effort and if you do not have some of the basics in place it can fail miserably. I would suggest working with an expert organization and contracting the effort to gain some data points and conduct some analysis while achieving results. If this is the first time the company has undertaken such a effort then I would get some help FAST. On the other hand, if your sales team is well versed in the process then you should be fine as long as clearly defined objectives are lined up with expectations, activity goals and measurement. I presume you have some level of CRM and this could be a great chance to get the most of it.
Please weigh in with your thoughts, opinions and expert advice.
Voicemail or not to voicemail... that is the question.
I recently answered a question on Linkedin regarding the responses appropriate for cold calling voicemails so enjoy and check out Linkedin if you are not already a part of the community.
What kind of cold call business voicemails, do you call back?
Wow! I am surprised at the answers to this one... Self promotion aside, I leave thousands of messages, make thousands of cold calls and get hundreds of responses to my voicemails. Not that I have any tricks or anything but I have an expectation of a return call and my message says so.
By virtue of the fact that a person is "cold calling" they should not expect a lot of "cold responding" but they should have an expectation nonetheless.
It seems to me the people take offense at voicemails, pink slip notes and the like these days under the guise of "not having enough time..." I think that people who hide behind, "I am too busy to return a voicemail" or "I am not going to do their work for them" or any of those silly answers are really saying: I am a discourteous person or I do not value building relationships or I am close minded or I started out at the top or I do not employ people who I expect to make cold calls and track their voicemail responses... and a host of other COUGH, COUGH, COUEXCUSES. Pardon me, something stuck in my throat.
The reality is that we all expect people to return our calls (whether we admit it or not) and are offended if/ when this does not occur. "Why didn't you return my call Mom?" Oops, she does not return cold call voicemails either. It is a fundamental human trait to desire acceptance and be regarded with respect and returning a call can exhibit this courtesy to another. If I call any of the "nevers", I expect a call back if it's reasonable and my inquiry is viable based upon the timing.
More reality here... since I am calling the "always" and "sometimes" as much as the "nevers" I am probably too busy to call you again as I am probably talking with the people who have returned me calls. (see first paragraph and refer to "thousands of calls...")
What kind of cold call business voicemails, do you call back?
Wow! I am surprised at the answers to this one... Self promotion aside, I leave thousands of messages, make thousands of cold calls and get hundreds of responses to my voicemails. Not that I have any tricks or anything but I have an expectation of a return call and my message says so.
By virtue of the fact that a person is "cold calling" they should not expect a lot of "cold responding" but they should have an expectation nonetheless.
It seems to me the people take offense at voicemails, pink slip notes and the like these days under the guise of "not having enough time..." I think that people who hide behind, "I am too busy to return a voicemail" or "I am not going to do their work for them" or any of those silly answers are really saying: I am a discourteous person or I do not value building relationships or I am close minded or I started out at the top or I do not employ people who I expect to make cold calls and track their voicemail responses... and a host of other COUGH, COUGH, COUEXCUSES. Pardon me, something stuck in my throat.
The reality is that we all expect people to return our calls (whether we admit it or not) and are offended if/ when this does not occur. "Why didn't you return my call Mom?" Oops, she does not return cold call voicemails either. It is a fundamental human trait to desire acceptance and be regarded with respect and returning a call can exhibit this courtesy to another. If I call any of the "nevers", I expect a call back if it's reasonable and my inquiry is viable based upon the timing.
More reality here... since I am calling the "always" and "sometimes" as much as the "nevers" I am probably too busy to call you again as I am probably talking with the people who have returned me calls. (see first paragraph and refer to "thousands of calls...")
The Force is strong with this one...
This is a response to a recent question on Linkedin ask regarding having power over the sales cycle.
Do you have power over your sales cycle(s)?
Can you have that?
Once you have... How do you sustain that power?
How do you retain the client? Please enlighten me with the steps involved.
This is an interesting question and perhaps I should not be answering it because I do not consider myself to be a "sales guru" or really a guru of anything. Hopefully, no one proclaims themselves to be a guru of anything since self promotion usually leads to egomania. Ha Ha.
Seriously, one can have power over the sales cycle if they choose but we must be careful what we classify as POWER and as AUTHORITY. This may seem like semantics but let me provide an example: A police officer has AUTHORITY to stop traffic (within jurisdiction and all those things) but the cars can continue to flow freely if they do not regard that authority. Now the police officer has POWER to stop traffic if he is sitting in a TANK in the middle of the road! (These are not my own thoughts by the way... something I was taught about power and authority)
The same is true of the sales cycle because a sales person can have authority to move things along or sustain them within the sales cycle but can be powerless if that authority is not regarded. Thus the only way one can have POWER over the sales cycle... over any selling environment is through relinquishment, acceptance and activation. Both parties in the selling process (seller and prospect/ buyer) have power at the beginning of the process because each can control their own actions and attitude toward the process. In order for the seller to achieve the ultimate power of the entire process the buyer would at some point have to relinquish their innate power, (personal actions and attutude toward the process) the seller would have to accept the offering and then activate this power. This commonly happens in negotiation. There is a lot more involved but once this occurs; the power is sustained, the client/ prospect is retained and the relationship begins...
Please weigh in with your thoughts on this topic.
Do you have power over your sales cycle(s)?
Can you have that?
Once you have... How do you sustain that power?
How do you retain the client? Please enlighten me with the steps involved.
This is an interesting question and perhaps I should not be answering it because I do not consider myself to be a "sales guru" or really a guru of anything. Hopefully, no one proclaims themselves to be a guru of anything since self promotion usually leads to egomania. Ha Ha.
Seriously, one can have power over the sales cycle if they choose but we must be careful what we classify as POWER and as AUTHORITY. This may seem like semantics but let me provide an example: A police officer has AUTHORITY to stop traffic (within jurisdiction and all those things) but the cars can continue to flow freely if they do not regard that authority. Now the police officer has POWER to stop traffic if he is sitting in a TANK in the middle of the road! (These are not my own thoughts by the way... something I was taught about power and authority)
The same is true of the sales cycle because a sales person can have authority to move things along or sustain them within the sales cycle but can be powerless if that authority is not regarded. Thus the only way one can have POWER over the sales cycle... over any selling environment is through relinquishment, acceptance and activation. Both parties in the selling process (seller and prospect/ buyer) have power at the beginning of the process because each can control their own actions and attitude toward the process. In order for the seller to achieve the ultimate power of the entire process the buyer would at some point have to relinquish their innate power, (personal actions and attutude toward the process) the seller would have to accept the offering and then activate this power. This commonly happens in negotiation. There is a lot more involved but once this occurs; the power is sustained, the client/ prospect is retained and the relationship begins...
Please weigh in with your thoughts on this topic.
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