There is a distinct correlation between Sales and Relationships.
But before we begin, I sense some of you may be wondering what the point of this particular exercise is.
This week's sessions is for those that have convinced themselves that they will never like or be good at Sales. The fact of the matter is that we utilise certain Sales Skills in various aspects of our lives on a regular basis.
The four areas we will look at are;
1. Cold Calling
2. Building Rapport on the Phone
3. Building Rapport during a first meeting
4. Relationship Building
Cold Calling
Cold Calling means calling someone that doesn't know you, and who isn't expecting your call for the first time.
Remember the first time you called that girl / guy that you really like / liked?
What did you do before you dialed the number?
1. You did your research
2. You prepared for the call - most likely by identifying certain topics to discuss, based on your
research findings.
In most cases there are two objectives with regards to Relationship Cold Calls.
1. Get a date
2. Build enough rapport to be able to make a second call
In the same way, when making a business Cold Call, you should do the following;
A. Research the prospect
B. Prepare - have a list of three objectives that you want to achieve from the call.
- sell on the phone
- obtain a meeting with the relevant person
- obtain the contact details of the relevant person
When you do your research, and prepare thoroughly there is no longer any need to fear. For you are the one in control
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