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Understand
that everyone you call will probably be doing something.
They will be preoccupied in one way or another. Your Icebreaker
should break this preoccupation by generating two questions.
Listen to 918 222-7512 option
#3 for a thorough explanation. Become excellent at breaking
the ice, the rest of the call will flow more smoothly.
This is a chance for an even exchange of information.
You find out about them and they find out about you.
You should develop rapport before going into your program. Interview…don't
interrogate. Sprinkle in conversational qualifiers that
are important to your opportunity that you might need to address later.
List a few things that you need to know.
There
will almost always be a need to transfer information back and forth to
your prospect. How you do that… I call your Procedure. Will you bring
them to a conference call? A Web Site? A three-way? Pre-recorded message?
Send a video, audio, or brochure? You need
to identify what you will use to make the person feel more comfortable
about going ahead. Remember the rule: "think long, think wrong" when thinking
about how you want your prospect to see your opportunity. What are the
three best Procedures in your business?
Learn
how to "present" your information to your prospect. There's a difference
between just "tossing out" your information and "presenting" your information.
Just don't say, "call this number and get back to me if you are interested".
Learn how to present by listening
to the audiotapes, "How
To Work Leads Over The Phone" and "Prospecting…what you need to know".
List a few ways or presenting each type of Procedure.
Your
prospect will cool off in between contacts. The key
here is rekindle the prospect to the same emotional level he was in
at the end of your last call before continuing with additional questions
or information. Don't allow this process to drag on. The longer it
takes between contacts, the worse the chances of there being a sense
of urgency to join your business. List 20 different ways you can improve
your follow-up and follow through.
It
is important
to continually ask your prospect questions that ask for their opinion
or their commitment. In sales we say "close early and often". This
will often reveal where your prospect is at and what their intentions
might be. It also helps internalize their decision. If they are saying
it, it is more real. Establish a sense of urgency and a special reason
for them making a decision now. Use a separate page to list 20 ways
of asking for a decision. Then list 20 different ways to establish
a Sense of Urgency and Something Special.
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