Calling Your Leads With Powerful Persuasion (part 2)
Effective Sales Phone Calls | Calling Leads
Over the years, I have learned to get comfortable on the phone. That didn’t happen necessarily because I wanted it to happen, but because it was a matter of survival.
At one point in my career, I traveled quite a bit, so I needed to host meetings on the phone between travel days to make the most of them.
In MLM, Network marketing, or in Top Tier affiliate sales, it is necessary to learn to be comfortable on the phone too. Since we run a worldwide business, and the much of the lure of our business is that we can work from anywhere as long as we have an Internet connection and a mobile phone, we must learn this skill.
Here is a 5-part structure to a conversation to give even the greenest rookie a solid and effective system to follow. I believe that most of the fear of making phone calls goes away if we have some idea how to lead that call. Well, here is a proven track that is used by the top earners in our industry.
1. Greeting. “Hello, this is John Smith with XYZ Co. How are you doing today?” All you are doing at this point is establishing the tone of the conversation. Don’t worry about what the prospect thinks. Remember, they came to you, and they are looking for a leader – so lead! One more thing – keep this short. The less you say is more. You are not here
to sell them anything.
2. Statement. Identify how they got to you. “I noticed that you filled out an
application.” Or, “I received your request today for more information about
a home business opportunity.” This is a great way to remind them that they
came to you, and they are looking for something, not you. Then state, “I am calling to see if we have a fit and if what we are doing is what you are looking for.”
3. Question. “So what compelled you to complete the application?” What
caused you to request that information?” Another clever, and kind of “in
your face” way of asking this question is, “So, why am I talking to you?”
This question is crucial to the conversation. It is the “gateway to their pain.”
You need to find what is motivating them or you will not be able to help
them. This question also makes the conversation about them, and that is
exactly where you want to be.
4. Conversation. This four-part section is easily remembered with the
acronym, F.O.R.M. Family, Occupation, Recreation, Motivation. Ask
questions, listen, and take good notes here.
The Family and Occupation conversation will allow them to share where
their pain is. The conversation about Family will usually reveal some area of
dissatisfaction about their life. Ask about their occupation: “Do you like it?”
“Is there anything about it you don’t like?”
This is the part of the conversation where you are simply trying allow them
to open up how they feel in their current situation. They would not have
contacted you if everything were perfect, and you cannot help them if you
don’t know where they are coming from.
The biggest mistake that we make in this section is trying to connect with
the prospect by finding things we have in common. This only undermines
the process by helping the prospect to see you as equal to them. When this
happens you lose your authority as the coach and leader.
The Recreation and Motivation discussion will help you to uncover their
dreams – their “why.” Transition by asking, “So, what do you do for fun?” Let them tell you about their desires.
Transition to their Motivation by asking, “So, break it down for me. What
exactly do you want to do with a business like this one?” This is where you
basically allow them to tell you why they should join your opportunity, so
just let them answer.
5. Call To Action. Don’t suddenly become a teacher or a preacher here. As
a matter of fact don’t really tell them anything else. And most importantly,
don’t accept their reality or their excuses if they give them. Simply prescribe
a solution and tell them what to do next.Think about it. If a patient made some kind of excuse to a Doctor after receiving a diagnosis or prescription, would the Doctor then go into some long dissertation about the reasons to follow, and all the benefits and features of his advice? No they wouldn’t. Then you don’t do that either. They came to you. They just told you why they need your help. Just tell them what to do next.
“John, here is what YOU WANT TO DO NEXT. Does that make sense? OK
Great. So when will you be doing that?” Or ask it this way, “How soon will
you be doing that?”
Prescribe the solution by telling them what they want to do next (note:
not what you want them to do next), and then nail them down to make
a commitment to follow through. If you have gotten steps 1-4 correct,
objections will be nonexistent, or minimal.
This conversation should only last 7-10 minutes. It may take some practice, but it is possible to consistently keep this time frame. If you will apply this 5-part conversation to your business, you will see a dramatic increase in sales. I cannot guarantee that, but I have seen it happen often enough to know the results are dramatic.
Now, get this conversation in your memory, and get on the phone. There are thousands of people who need you to lead them to your solution – the solution to their pain. You have a responsibility to reach out to as many people as possible with your help – so, get to it!
Blessings,
Jerry Spangler
Over the years, I have learned to get comfortable on the phone. That didn’t happen necessarily because I wanted it to happen, but because it was a matter of survival.
At one point in my career, I traveled quite a bit, so I needed to host meetings on the phone between travel days to make the most of them.
In MLM, Network marketing, or in Top Tier affiliate sales, it is necessary to learn to be comfortable on the phone too. Since we run a worldwide business, and the much of the lure of our business is that we can work from anywhere as long as we have an Internet connection and a mobile phone, we must learn this skill.
Here is a 5-part structure to a conversation to give even the greenest rookie a solid and effective system to follow. I believe that most of the fear of making phone calls goes away if we have some idea how to lead that call. Well, here is a proven track that is used by the top earners in our industry.
1. Greeting. “Hello, this is John Smith with XYZ Co. How are you doing today?” All you are doing at this point is establishing the tone of the conversation. Don’t worry about what the prospect thinks. Remember, they came to you, and they are looking for a leader – so lead! One more thing – keep this short. The less you say is more. You are not here
to sell them anything.
2. Statement. Identify how they got to you. “I noticed that you filled out an
application.” Or, “I received your request today for more information about
a home business opportunity.” This is a great way to remind them that they
came to you, and they are looking for something, not you. Then state, “I am calling to see if we have a fit and if what we are doing is what you are looking for.”
3. Question. “So what compelled you to complete the application?” What
caused you to request that information?” Another clever, and kind of “in
your face” way of asking this question is, “So, why am I talking to you?”
This question is crucial to the conversation. It is the “gateway to their pain.”
You need to find what is motivating them or you will not be able to help
them. This question also makes the conversation about them, and that is
exactly where you want to be.
4. Conversation. This four-part section is easily remembered with the
acronym, F.O.R.M. Family, Occupation, Recreation, Motivation. Ask
questions, listen, and take good notes here.
The Family and Occupation conversation will allow them to share where
their pain is. The conversation about Family will usually reveal some area of
dissatisfaction about their life. Ask about their occupation: “Do you like it?”
“Is there anything about it you don’t like?”
This is the part of the conversation where you are simply trying allow them
to open up how they feel in their current situation. They would not have
contacted you if everything were perfect, and you cannot help them if you
don’t know where they are coming from.
The biggest mistake that we make in this section is trying to connect with
the prospect by finding things we have in common. This only undermines
the process by helping the prospect to see you as equal to them. When this
happens you lose your authority as the coach and leader.
The Recreation and Motivation discussion will help you to uncover their
dreams – their “why.” Transition by asking, “So, what do you do for fun?” Let them tell you about their desires.
Transition to their Motivation by asking, “So, break it down for me. What
exactly do you want to do with a business like this one?” This is where you
basically allow them to tell you why they should join your opportunity, so
just let them answer.
5. Call To Action. Don’t suddenly become a teacher or a preacher here. As
a matter of fact don’t really tell them anything else. And most importantly,
don’t accept their reality or their excuses if they give them. Simply prescribe
a solution and tell them what to do next.Think about it. If a patient made some kind of excuse to a Doctor after receiving a diagnosis or prescription, would the Doctor then go into some long dissertation about the reasons to follow, and all the benefits and features of his advice? No they wouldn’t. Then you don’t do that either. They came to you. They just told you why they need your help. Just tell them what to do next.
“John, here is what YOU WANT TO DO NEXT. Does that make sense? OK
Great. So when will you be doing that?” Or ask it this way, “How soon will
you be doing that?”
Prescribe the solution by telling them what they want to do next (note:
not what you want them to do next), and then nail them down to make
a commitment to follow through. If you have gotten steps 1-4 correct,
objections will be nonexistent, or minimal.
This conversation should only last 7-10 minutes. It may take some practice, but it is possible to consistently keep this time frame. If you will apply this 5-part conversation to your business, you will see a dramatic increase in sales. I cannot guarantee that, but I have seen it happen often enough to know the results are dramatic.
Now, get this conversation in your memory, and get on the phone. There are thousands of people who need you to lead them to your solution – the solution to their pain. You have a responsibility to reach out to as many people as possible with your help – so, get to it!
Blessings,
Jerry Spangler
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