: Is Calling Your Prospects A Chore? by: Glen Snethun Do you constantly find something else to do besides calling your prospects or spend endless time “preparing” to make your calls? If this sounds familiar,

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Is Calling Your Prospects A Chore?

by: Glen Snethun


Do you constantly find something else to do besides calling your prospects or spend endless time “preparing” to make your calls? If this sounds familiar, read on and you’ll find out how to not only do effective prospecting, but also how to enjoy it. You’ll be having fun talking to prospects -- and you won’t believe the results of your efforts!
The number one secret to success in calling your prospects is making the call about them, and never, never, never about you! Ask them a series of “can opener” questions that keeps the focus on them. Examples of questions to ask them may include:

Tell me about yourself.
What are your goals and aspirations?
Why are you interested in this particular business or product?
Is your spouse involved in your decision?
What kind of money would you like to make?

Keeping the focus on them puts everyone at ease (and takes the strain off you). Your prospect won’t feel pressured and will begin to open up. Everyone has a story. Listen to theirs and you’ll be surprised at how much information you can gather. Then use this knowledge to qualify, sort, and later close them!
The next secret is to concentrate on making some sort of connection. Find a common denominator. Do they have children? If yes, talk about yours as well. What are they doing for work now and do they like it? Then find another connecting point. Get inside their line of defense and your job is 75% done! They’ll sense and know that you have an interest in them and begin to trust you. Again, use this information to sort, qualify and later close them.
Third, make sure they realize that you are there to assist them and be of service—every step of the way. People can sense very quickly when you are just using them for your own gain. You may have some success with a “hit and run approach” but you may hit a dead end yourself.
Fourth, help them regard the business opportunity or product you’re presenting as the vehicle that will make their vision a reality. Never forget that you have something they need. If they are to attain the level of financial success they are looking for, they’ll need you on their team. Don’t push or pressure. If you’ve done everything right to this point, they’ll want to come to you.
The last secret to prospecting success is choosing a product or business opportunity that you believe in. If you don’t truly believe in what you are doing, how can you expect your prospects to? They will instantly sense your reservations and lack of confidence. The result will manifest itself into no sales.
Remember—it’s all about connecting with people. As many approaches as there are to sales and prospecting, people are still individuals. If you believe you are helping people and providing them with a service, they in turn will also believe. The result is that you won’t need to “sell” and the phone will become as light as a feather!
Copyright 2005 Glen Snethun

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