Use Success Team Builders To Build Yourself a Monthly Income

By Richard Dennis

Back in 1976, I got a job selling on the telephone. I wasn't very good at it, but it wasn't too bad. There was some rejection, but most people actually listened to the 3-minute pitch I read off a paper stapled to the wall in front of me.

Can you imagine trying THAT today? Five seconds into it, people would start hanging up on you. 90 seconds? HAH! Nobody would be left.

Cold calling today is a whole different ballgame. You need a whole different plan.

Here are the keys:

Back in 1976, it was all about numbers. Every day, we had to post our number of presentations and number of "fronts" (mail packages we sent out to prospects who agreed to read them). We were expected to send out 10 fronts a day.

So long as you just focused on the "10 fronts a day", the rejection didn't hurt as much. Just make the next call. It was always tough on me to not let the other person talk for 90 seconds. But that's how it was done.

You would get killed with this approach today.

Don't get me wrong. The majority of salespeople still seem to be the pushy, aggressive types. But he best, happiest, most successful people in sales today are relationship-builders.

The key is to engage your prospect in a conversation. Talk in a normal tone of voice, NOT the enthusiastic cheerleader voice. Find out what makes your prospect tick. What personality type are they? What REALLY motivates them? Find out EXACTLY what they are looking for when they consider buying a product or service like yours.

Then see if you can give them what they want ... or if you can negotiate any necessary changes in what they want. Find out if you can serve them.

When you show that you respect your prospect and are truly interested in them, you are playing a whole new game ... one that's a lot easier and a lot more fun. Prospect barriers go down. You get treated as a friend & advisor, not as an adversary.

OLD COLD CALLING GURU MYTH # 2 "Use a sales script"

If I called you and read from that script stapled to the wall, you'd know it. I don't care if you're great reading a script, there's just nothing personal about it. There can't be - it's a script! One size fits all. THAT is a dead give-away.

So what does your prospect conclude? (S)he figures you are exactly the salesperson they expected. And so they know that high pressure and manipulation are not far behind. So they get those defenses up NOW!

What causes sales resistance? SALES causes sales resistance. So you need to get your message across in a different way. To be successful & happy long-term, you've got to do your thing so sales resistance never begins.

The easiest way to do this is to immediately get your prospect into a dialogue which will allow you to pinpoint their personality type - Green, Yellow, Blue, or Red. And at the same time, you'll learn what REALLY motivates them. Then you can amaze them with your evaluation of the strengths & weaknesses of their personality.

The value of this approach is that you astonish your prospect. They realize you have listened to them, and they often think you understand them better than people who've known them all their lives.

What is it worth to have your prospect think THAT?

OLD COLD CALLING GURU MYTH # 3 "Focus on closing the sale"

NEVER ask for the order.

Yeah, I know. That flies in the face of everything you've ever read on sales. But this is what works in recruiting: NEVER ask the prospect to join your business.

Tell them early on that, in your experience, if you have to ask someone to join you, they never pan out. So you ONLY work with people motivated enough to WANT to join you, who DEMAND to join you. "So, Mr. Prospect, if you at any point decide you want to be part of our group, the only way that will happen is if you ask to join."

What's the alternative? You ask them to join, and they resist. You're chasing, and they're running. Then you're in that old sales game. Can you win that? Sure, sometimes. Short-term. That's a person who will probably never actually DO anything, but you can often get them to place that first order.

When you do these calls right, you get good people to work with. When you start the call wrong, those defenses go up automatically. Ninety per-cent of the population does NOT want to be closed. They will fight you, and you will get frustrated and eventually quit.

Instead, just talk with your people. Focus on discovering the personality type and their deepest motivation. Then the 2 of you will REALLY have some things to talk about!

I understand it can be hard to teach an old dog new tricks. But I am an old dog, and I learned these new tricks. So can you. Believe me, it has changed my life. I have no doubt it will do the same for you.

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What You Must Know To Be Successful In Network Marketing

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