PUTNAM COUNTY PART-TIME JOBS

Here’s another option. Write down 2 or 3 core issues or real problems (not benefits or features) that your product or service solves. Then take that "problem statement," as I call it, and put it into words your prospect can understand. In fact, the wording should be so familiar to your prospects (because those are the words they use every day in their business) that when you start discussing the issue, they’ll feel a sense of comfort knowing that your mental focus is on helping them solve problems, not on making the sale.

3. Create openings rather than forcing a "yes."

Selling scripts are designed to be linear and step by step so you can move calls in the direction you want them to go. From the traditional selling point of view, that direction is toward a "yes," because if you don’t get a "yes" at the beginning of the cold call, you’re not "selling." But that’s the biggest problem with scripts. They give you only one path to follow.

1. If you can start a conversation that triggers a "What do you mean?" response from your prospect, you’ll find you can explain yourself in a natural way that creates a two-way dialogue, which in turn lets you learn what you need to find out by flowing with the conversation, without feeling you’re getting off-track. Developing your problem statement makes this much easier.

2. 4. Tape-record yourself talking with someone you know. Then record yourself reading your script.

3. Have you ever heard yourself calling a prospect and reading your script? Probably not. That’s why most people who use scripts think they sound natural. They’ve never heard themselves. But if you do this simple exercise, you’ll hear the same kinds of differences I hear when people role-play with me.

In our day-to-day personal relationships, we simply want to get to know and communicate with others. But when we go into sales situations using scripts, we have an agenda -- to make the sale. And because scripts trigger the perception that that’s all we want, the people you talk with sense this immediately and put up their guard. Between our hidden agenda and their reaction, there’s no chance to build trust through communication. Also, because we've been taught for so long that we have to control the process, we never stop to think that scripts make it impossible for us to be flexible in how we communicate and build trust.

5. Set a new goal for your calls. Focus on simply opening the conversation rather than trying to control it, so prospects will feel comfortable telling you the truth about their situation.

Does surrendering your use of a script seem scary? Try this alternative and see how it feels. Begin the conversation with "Hi, maybe you can help me out for a moment..." Most people will respond with something like, "Sure, how can I help?" You can say, "I’m just calling to see if (problem statement)...," which makes it easy for the prospect to reply, "What do you mean?" or "Tell me more." And after that, the possibilities of your conversation are endless.

What do I mean by this? If you target their issues, create a conversation around the problems or issues you know they’re facing, and explain how your solution solves those problems -- in a conversation that is completely void of sales pressure -- prospects will share their truth with you. They’ll tell you whether solving the issue is a priority, whether they have the resources to commit to it, and everything else you need to know.