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Eight Major Strategiess to Prospecting and Closing
'AM I A PRO OR AN ROOKIE? WHICH DO I WANT TO BE?'
I'm going to share points out that I received from my coach.
I'm hoping that you find them helpful if you're cold-calling and prospecting off-line :
1a. 93% OF ALL COMMUNICATION IS NON-VERBAL. If I am not fully convicted that this will change their lives. If I am not sure- they won't believe, because I don't believe.
1b. Smiling shows that you believe. It comes across on the phonephone. It adds enthusiasm when communicating while reading a script. Talk with my hands like you do when you talk with your friends.
2. Don't put words in their mouths- EVER. They need to talk about themselves ; they couldn't care less about what you need or what you are calling about.
Core harmoniousness is part of F.O.R.M. Knowing that they're selfish- I ask them key questions to FORM them in order that they can talk about themselves. EX : Oh, so you waitress. What kind of a waitress? What's your job like?
Those questions Creates an eager desire in them.
3.
What kind of Mechanic?
Ask questions to find their interests, wishes and goals, and then guide them to determine if this is really going to be a match.
Trust is built the fastest by getting them to talk, and to control where it goes.
4. Be yourself and eager.
Be real- Be you. Folk have made six & seven figures just being themselves. You do not want to be anybody else but YOU. Record yourself and see if you sound like you. Remember : if I am comfy, then they're comfortable with me!
5a. Identify their Strengths, Interests, needs, and Goals. Find this out. You'll get a 90% closing ratio.
EX : Kim, make sure that you take really good notes, because on this internet site is the data that you requested so you can have a method to pay off the debt that you are under, and be able to finally take your youngsters on the vacation that you've waited so long to do.
Market their needs in front of their face.
You need to talk to 100's of folk and listen to the Prospect and Close CD. Record yourself and listen side-by-side the Prospect and Close CD's.
6. Have urgency in the NOW when booking appointments. Calling back in a couple of days shows that your message isn't crucial and not insistent. They will forget about it. There's no urgency in one hour or tomorrow. Pressure creates excitement and curiosity. They need to come to a decision instantly. They need it NOW! Use instantly as the option, not the week after next. You do not get enough practice and it makes you weak. Twenty-five dials = two conversations x 5 days = 15 folks in one weeks time.
150 leads a day is Full Time builder
Tip : Use Phoneburner to help you with your dials.
Chase up. Master this talent. The fortune is in the follow up. Especially the serious ones and your customers. Learn this art so they're compelled to need to send you business.
For more information visit www.TammyAMorton.com.
About The Author:
Tammy Morton has been
actively involved in the work from home arena for the last several
years and has helped several individuals and families realize their
dreams of freedom and independence. For more information on creating
true prosperity and your very own home business success stories please
visit: target="_blank">http://www.TammyAMorton.com
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