Monday, August 9, 2010

The 1-2-3 of Moving the 1-2-3

If cold-calling is so darned awkward and embarrassing, why do so many of us leave that initial contact at the 1-2-3 stage?

The 1-2-3 stage is that part of the spectrum where you rate your contacts on a scale of one to ten, ten being those who have sent you a cheque that hasn’t bounced (to quote Dan Sullivan of Strategic Coach) and one being those who seem totally dis-interested.

It isn’t that hard to move folks from a one to a ten.

Here’s Why

You do it in easy stages.

You move the 8s and 9s to be 10s; you move the 7s to be 9s; you move the 6s to be 8s, and so on until you are attempting to move the 1s to 3s.

Rinse and Repeat

Not all of the 1s will move up to the 3s, but some will, and those that don’t get some more attention next time around; after all, of the so-called “failed” conversation, you learned something, right?

Here’s How

Noooooo! YOU have to do the “how” yourself, based on your service or product, but since you are going to rinse-and-repeat you will need a variety of “how”s, so you may as well just use the first one that comes to mind, record its success, and gradually hone your sales skills.

Talk to Me !

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