Every morning between 5:30 and 6:30, our Great Dane, Mimi, wakes us up like clockwork.
Now I'm the biggest anti-morning person in the world, so when I volunteer to get up with her, my singular goal is to get back to bed as quickly as possible.
That means getting her to pee and poop outside, feeding her breakfast, then running back to the comfort of my bed for a couple more hours of sleep.
The problem is that Mimi doesn't always cooperate with me....
See, she always pees as soon as I let her outside, but she doesn't always poop. And if she doesn't, she always wants to go back outside to do it after breakfast, meaning she wakes me up again and I don't get my precious sleep.
The other morning as I was standing out there waiting for her to go, it occurred to me that I had no power over the process. If she didn't want to poop, there wasn't much I could do about it.
And then it hit me - that's exactly how most salespeople sell!
They're at the mercy of their prospects, and most sales reps have about as much control over whether or not a prospect will buy as I do over Mimi in the morning.
But it doesn't have to be this way!
There are a few ways that you can avoid this trap, and only spend time with prospects who are ready to buy right now:
1. Qualify Prospects Out: Don't make the rookie mistake of running out to meet with anyone who will meet with you. This will guarantee that you'll spend lots of time with non-serious buyers and will have a miserably low close rate.
2. Be Powerful: When you have a powerful presence and take charge of the appointment (and entire sales process) from the get-go, you'll control it to the end, to a very favorable outcome: A sale!
3. Don't Cold Call: Cold calling gets you appointments with people who aren't serious about buying, and who aren't serious about their time either... or yours. If you want to meet with prospects who are ready to buy right now, you need to position yourself so they can proverbially "see" you when they decide to buy that new copier, or insurance policy, or whatever.
If you're not up to speed on modern, Information Age lead-generation methods, learn how you can stop cold calling forever and become a sales rock star by downloading a 37-page PDF preview of the Never Cold Call Again System here.
New York Times best-selling author Frank Rumbauskas is the creator of the Never Cold Call Again® System and has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company’s Most Influential People. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit NeverColdCall.com
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