ONCE YOU LEARN HOW, THE FEAR GOES AWAY.

ONCE YOU LEARN HOW, THE FEAR GOES AWAY.

You never know when or where you’re going to here something that sums your thoughts. I was listening to Dr. Laura (Schlessinger) the radio talk show host today and she was responding to a man who was promoted to a management position. Employees frustrated him and made him angry, just like a prospect can do when you call them to ask for business. He didn’t know what to say when talking to an employee and the result was that he faced anxiety everyday. He wanted to know how to handle these situations.

GOOD ADVISE

Dr. Laura wisely said that it was a “learned” skill and the responses were not natural responses. She recommended reading books, listening to speakers, and attending workshops to learn management techniques and what to say.

It struck me how familiar this situation was to making a prospecting call. Although she couldn’t  cover such a broad topic in 30 seconds, she said it would take a lot of work to become proficient at responding with the proper things to say. That sounds like prospecting to me.

JUST LIKE MAKING A PROSPECTING CALL.

It’s the same as learning what to say when making a prospecting call to someone you don’t know. A manager is at a disadvantage and must remember all of these techniques and be able to use them without the assistance of notes and scripts. 

A salesperson has the advantage being able to have a script in front of them to help them remember what to say when making a prospecting call. The only trouble is that scripts are most often inadequate or nonexistent. No one seems to know much about writing such a complicated document.

SCRIPTS HELP YOU REMEMBER WHAT TO SAY.

It’s knowing what to say under a variety of circumstances that we all face when making a prospecting call. Scripts are what this blog is all about. 

Today’s objection response.  What do you say when a prospect says ….

I DON’T WANT WHATEVER YOU’RE SELLING!

Possible responses:

“We don’t know what we want until we see what’s available.”

“I’d have to offer the type of products you want to earn the right to your business”

“Deciding if you want our product can be done with an appointment.”

Comments

[Dr. Laura Schlessinger]

Thank you for the support!

warmly, Dr. Laura Schlessinger