youÆre in the coaching industry, think about what problem youÆre solving for your clients. You might say, "IÆm just calling to see if your companyÆs open to the idea of using coaches to improve management performance."
When you use the word "open," people respond positively. Who would say "no" to being open? YouÆre not challenging them. YouÆre not forcing a solution. YouÆre not even saying what youÆre offering to sell. YouÆre simply asking a question around whether they have a particular problem.
This also invites a question back to you. Potential clients will often ask at this point who you are and what you do. They might say that they already have a service, but they may need some more help. So it opens up even more conversation.
HereÆs an example of how salespeople focus their cold calling around something that appears to be a need, but they havenÆt tied it to a specific problem.
LetÆs look at financial services. In this case, people who sell financial services start cold calls with a focus on the future of the personÆs situation. They might say, "IÆm just calling to see if youÆd be open to some new ideas to help you increase your income."
The better approach here would be to problem solve. For example, "IÆm just calling to see if youÆd be open to identifying any gaps in your portfolio that might be holding you back in some way."
ItÆs about problem solving and closing gaps, as opposed to promoting a beautiful future. "Hire me and IÆll make you a lot of money!" Everyone does that. ThatÆs the problem. It gets old and very stale.
You see, thereÆs no push here. ThereÆs no sales pitch. ThereÆs no presentation. The conversation is focused on really seeing if the person has a problem, and if they want to solve it.
After the first few phrases, you have a natural conversation back and forth. They may say, "WhatÆs your service?" "How much does it cost?" And thatÆs the time to begin to really tell about your service -- but not before that.
If you donÆt talk about your solution for a while and instead talk about their problems, youÆll find yourself having better and deeper dialogue, with more trust.
So be careful not to immediately go into a presentation and spend the conversation talking about your service. In this new way of cold calling, youÆre asking in a very conversational tone whether the other person has a problem that you can solve.
You wonÆt believe how this simple technique
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Arik Alyse Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Arik Alyse Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Arik Alyse Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Arik Alyse Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Arik Alyse Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs
Arik Alyse Hair Color, Body Shape, Family Members, Father, Mother, Brother, Sister, Marriage and Affairs.
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