No's Get You Closer To More No's
By Michael Oliver
Natural Selling Techniques
The truth is… The more “No’s” you get, the closer you are to getting more “No’s”!
Not only that… you get really good at making bad calls!
Help me out here! I thought the objective is not how many calls you can make, but the number of effective meaningful conversations with people… determining the what’s, how’s and when’s of whether they have a desire to change their present situation and the strength of that desire… with the view of helping them do that.
Arbitrarily setting a goal of calling 50 people a day and rewarding that as an achievement is non-productive thinking to my mind. It’s hard work, mentally and physically exhausting, wastes time (that you’ll never get back), and unless you’re one of the very small percentage who thrive on this kind of mental torture, the results will be few and far between.
So is there a better way to achieve the results you’re looking for? Well, how about this? Rather than allowing yourself to be guided by someone else’s truth, what if you stopped and created your own?
Here’s a suggestion. What if your goal was to discipline yourself to call potential partners within a self-allotted time of the day, and not on the number of calls you make. And then, what if you made it your goal to discover if you can help them, and whether they are prepared to help themselves?
In addition, what if you;
LISTENED to what your inner self is telling you (not your ego/intellectual self) and followed what you were feeling,
STOPPED doing what you’re told to do just because you’re told to do it (By the way – that includes me if something I say doesn’t work for you!), and
FIND a way that does work, stick with it, and use it as a basis on which to build.
And if you’d like to explore the “Natural Selling” way to call leads to build your business, then take a look at my audio program “Calling Leads“. This 4 CD program will help you get the most from your calling. Even better, you won’t have to deal with the frustration and rejection that results from the “numbers game” approach that I described earlier.
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Comments (16)
Paul Hines16
A New Path to Financial Empowerment
Neve mind :)
Helen Smith9
Consultant
Now don't confuse me Paul..:) Tell me what I missed.
Paul Hines16
A New Path to Financial Empowerment
Helen, are you sure you read and understood this post?
Cheryl Baumgartner12
Medical Billing/Coding/Insurance
ROFL! Helen I could make a sailor blush if I used some of the stuff I learned!
Philippe Moisan16
Tutorial videos, sci-fi writer
"Philippe we know you are naturally charming"
Some people might not agree with you, Helen LOL
Helen Smith9
Consultant
I know what you mean Cheryl, I was a collertor for T-Mobile. I thought I would have to learn cursing as a second language before I left there:).
Helen Smith9
Consultant
OOOhh so there lies the problem Paul. You have convinced yourself it's not worth it. You are so right Cheryl no one wants to hear you read from a script, and if you talk with them like you've known them all your life you will usually get a good response, and Cheryl is right again about not talking to long or selling over the phone. Your objective is to get an appointment, or in the case of online get them to view the information. As for no's getting you closer to a yes, well that's the law of
Cheryl Baumgartner12
Medical Billing/Coding/Insurance
It helps If you don't mind talking on the phone and and you can let rudeness roll off your back. I spent 12 years dispatching for a police department so believe me Someone I call has to really go a ways to faze me. If i had a dime for every time I got cussed out over the phone I'd be well set right now.
Paul Hines16
A New Path to Financial Empowerment
I used to cold call and it always left me mentally drained and I was full commission.
Cheryl Baumgartner12
Medical Billing/Coding/Insurance
Mosy people fail at cold calling because they read a script. I do most of the cold calls for appointments now And the two major issues I find Working with the appointment setters I work with is:
A) They read the scritp and it comes across that they are reading a script. When the call is more 'conversational' you get a better response.
B) They try to 'sell' the wrong thing. If you are trying to get an appointment to show someone your product, don't sell the product over the phone-sell the
Philippe Moisan16
Tutorial videos, sci-fi writer
Helen, what do you mean "turn you into a cream puff" ? The people I call would want to buy anything from me?
Paul Hines16
A New Path to Financial Empowerment
I totally agree Helen but there is a technique to everything as well.
Helen Smith9
Consultant
I will teach you guys how to cold call effectively!:) Don't be skeered(lol) Philippe I would turn you into a cream puff(lol). Just lightening up the conversation guys. If you don't like cold calling then that's your preference, but as a marketer do you think you should now how to utilize all your tools? There was a time there was not so much tecnology around, and who knows may one day come again!
We have very different ideas in this area, because I personally don't believe pictures, post
Philippe Moisan16
Tutorial videos, sci-fi writer
None of my business, Paul, but wouldn't you prefer that your signature be clickable?
Paul Hines16
A New Path to Financial Empowerment
Same here Philippe.
Philippe Moisan16
Tutorial videos, sci-fi writer
Good find, this article, Paul. I know I am a bad customer for cold callers. I hang up real fast, especially if the last name they is my wife's LOL