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I had my sales class yesterday. The instructor made an interesting comment. He said, “Always be aware of your market, where it's going and if you can make money in it. Some salespeople get themselves into positions where they cannot make good money.â€
Good food for thought.
He covered the Trust and Respect Inquiry (TRI) a bit more. He said that somewhere in each of us is a hurt child. As we grow older, we create fairy tales of our childhood.
He said that at the end of the TRI we should be able to say specifically whether or not we trust and respect the person and why.
He then went through the HPS 13 questions one asks the prospect after doing the TRI. The TRI and the 13 questions take about 25 minutes. At that time you should have know whether you have a very high probability of a sales or whether you should just walk away.
I have been attempting to do TRI’s, but I am still having difficulty getting to the person’s childhood pain. The instructor did say it takes practice and a willingness to do things we feel uncomfortable doing.
Today I got myself to do two hours of telephone prospecting. Three people asked for literature. I ONLY email literature to people. It’s quick and it costs nothing. One person asked for literature, but didn’t have email.
When I get a chance to make my offer and the prospect says no. I can almost hear their surprise when I say “OK. Goodbye.â€
A good sign is that I’m starting to get impatient with people. When I ask for an individual and they say, “Wait a minute, I’ll get him.†I give them two minutes flat. If I have not response, I hang up and dial the next person. My goal is to make at least 50 dials an hour. Good prospectors can make 70 to 80 dials an hour.
They liken it to going through a deck of cards trying to find the jokers. In my case, I think it’s like going through two decks of cards looking for a single joker. In either case, you go through that deck as fast you possible.
That’s what I’m starting to do.
Posted by Ted at June 21, 2005 9:32 PM