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8 Major Strategiess to Prospecting and Closing
'AM I A PROFESSIONAL OR AN ROOKIE? WHICH DO I WANT TO BE?'
Here are 8 major strategies that a lot of folks don't know about Prospecting and Closing.
I'm hoping that you find them useful if you're cold-calling and prospecting off-line :
If I am not fully convicted that this will change their lives.
1b. It adds keenness when communicating while reading a script. Talk with my hands like you do when you speak with your friends. 2. Don't put words in their mouths- EVER.
Core Rapport is part of F.O.R.M. Let them do all the chatting so that you can establish trust with them. Knowing that they are selfish- I ask them key questions to FORM them so they can talk about themselves.
EX : Oh, so you waitress. What sort of a waitress? What is your job like?
3. Ask questions and don't presume that you know what they are talking about.
EX : Prospect asserts : I am a mechanic. You assert : Really. What sort of Mechanic?
Keep them talking about themselves for three to five minutes. Ask questions to find their interests, wishes and goals, and then guide them to see if this is really going to be a match.
Trust is built the quickest by getting them to talk, and to manage where it goes.
4. Be yourself and enthusiastic. Don't sound like a sports announcer or a network marketer!! Talk in the same tone that you call your best friend with when you have found something exciting and want to share with them.
Be real- Be you. You do not want to be any one else but YOU. People can sense that something isn't right when you are not being yourself. Record yourself and see if you sound like you. Remember : if I am comfy, then they're happy with me!
Never use : Would you be Interested? NO!!!!! You are selling when you assert this!! Study page X in your script book, and remember the words to use and the words NOT to use.
5a. Identify their Strengths, Interests, needs, and Goals. Find this out. You will get a 90% closing proportion. Don't lead with your product. EX : Kim, ensure that you take really good notes, because on this internet site is the information that you requested so that you can have a technique to pay off the debt that you are under, and be able to ultimately take your kids on the holiday that you've waited so long to do.
EX : so that you will be in a position to get out from under the boss that you can not stand.
5b. You want to talk to 100's of people and listen to the Prospect and Close CD. Record yourself and listen side by side the Prospect and Close CD's.
Have urgency in the NOW when booking appointments. Calling back in a couple of days shows that your message isn't important and not insistent. they will forget about it. Pressure creates excitement and curiosity. They want it NOW! Use instantly as the option, not the week after next.
7. Twenty-five dials = two chats x five days = 15 folks in 1 weeks time. It's in your voice and body language that announces, 'I am feeble and in a puny position.'
Tip : if you're not leveraging your time with the internet- you need to do 200 leads per week to keep your business moving forward and permits you to Master your skill.
*The Leads isn't the problem.. It's YOU!
Tip : Use Phoneburner to help with your dials.
8. Chase up. Master this talent. The fortune is in the follow up. Learn this art so they're compelled to want to send you business.
For more info 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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