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      Sales Training Techniques

    Q&A: Sales Resistance

    Teleconference Notes

    Remember, a lot of people will become High Probability Prospects at some time in the future. If you're not already involved in the selling process with a customer, it's likely that your product or service is not a priority for them now. The best strategy is to just be in contact, so you're there when they're ready to buy, making them a High Probability Prospect.

    Q: I handle mostly inbound calls. How does High Probability Prospecting apply?

    A: An inbound call is an 'interested' prospect. In High Probability Selling, an 'interested' prospect is not a qualified, high probability prospect. You still need to qualify them immediately, by making an offer, including the question, "Is that what you want?"

    Q: What is the difference between an 'Interested' Prospect and a High Probability Prospect?

    A: "Interested" is the word salespeople use when they don't want to hear "No." Interested is the word prospects use when they don't want to say "Yes." There is no commitment in "interest."

    In High Probability Prospecting, you always make an offer- an offer that gives the prospect the option to say Yes or No. This puts you, the salesperson, in control. If a prospect answers an offer with, "Yes, I want that," you're in a position to ask for a commitment - "If I do x,y, and z for you, what will you do?" Unless their answer is, "I'll buy it," they are not a good, High Probability Prospect.

    Q: We've started using High Probability Prospecting in our office. The stats don't look good – it's not working for us. What are we doing wrong?

    A: Hearing your offer, I'm not surprised at the results you're seeing. It's important to use language in your offers that people can immediately grasp and relate to. Remove the jargon. Remove the words that people don't usually understand – like 'probate'. People don't want something if they can't understand what it is.

    Q: If I improve the language of my offer, will I get more appointments?

    A: Remember, High Probability Prospecting is different than the methods you've used in the past. You are not seeking the masses in the middle of the typical bell curve. You're looking for the people on the fringes, at the ends of the bell curve.

    High Probability Prospecting is a process. Typically, you'll get your worst results the first time you go through your list. Assuming that you have a good, targeted list, your results will improve each time you make offers to your list. Change your offer each time you contact a prospect. Your results will get better and better.

    Q: What are realistic numbers when using High Probability Prospecting?

    A: You want a list of approximately 1,000 prospects in your target market.

    If you make only 15 prospecting offers an hour, in 70 hours of dialing per month, you'll reach everyone on your list one time. You should be able to dial 80-90 times an hour. Remember, you're not leaving voice mail messages. When your reach a prospect, the entire call should only take 30-45 seconds. You'll get a Yes or No answer to your offer. Mostly 'No.' Say, "O.K., Good-bye," and move on to the next.

    Q: You say that we shouldn't leave voice mail messages. Why not?

    A: If you leave voice mail messages, you are 30% LESS likely to ever do business with that prospect. We know that to be true, since we've repeatedly compared results among individual salespeople in the same organization. We don't know why that's true, but we speculate that leaving voice mails annoys your prospects – and people are less likely to do business with people that annoy them.

    Q: Why do you stress features in High Probability Prospecting over benefits?

    A: Benefits are best communicated in advertising and marketing communications. When benefits are articulated by an individual salesperson on a one-to-one basis, they often sound too good to be true. This breeds distrust, and is counter-productive. Trust is crucial to a successful business relationship.

    Q: Why do you advise us to refrain from saying "Thank you for your time" at the end of a call?

    A: We know that salespeople who thank prospects for their time attain lower results than salespeople who don't. We suspect that it's because thanking your prospects leads to the perception that you're in the 'one-down' position – the beggar syndrome. You don't want prospects to pity you; you want prospects to trust and respect you. Trust and Respect are the two most important factors for successfully transacting business.

    Q: How do I eliminate sales resistance?

    A: Change the way you prospect and cold-call. Stop trying to sell appointments. This puts pressure on the prospect, and on yourself. Pressure creates resistance.

    Keep checking in with prospects. Ask, "Is this somthing you want?" Eventually, many of them will say Yes.

    Prospecting isn't really part of Selling. Prospecting is like sorting through a deck of cards, looking for the aces. It's when you find the ace that the Selling begins.

    Q: How do direct marketing methods tie in with High Probability Prospecting?

    A: The goal in High Probability Prospecting is to find someone who wants what you're offering - right now. Marketing will create awareness of your product or service. It will not make people want what you have, now. Marketing can't elicit the commitment to buy that you're looking for in High Probability Selling.

    Q: Is there one personality trait which you identified as being the root of success?

    A: The utilitarian factor - someone who does what is necessary to get the job done.

    Tips for eliminating Sales Resistance:

    Remember: The most successful sales people track and quantify all of their activities. There is no 'secret' to sales success, nor to High Probability Selling.

    As our name implies, we have tested, and continue to test, virtually everything that salespeople do. Success in High Probability Selling is achieved by following a very structured, linear process. It's a process that's been thoroughly tested. It's a process with known results.

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