Books of Jung and Freud line the shelves. The therapist continues to write notes. We've been at this for six months.
I had worked in research and development for Apple and in Marketing and I thought that being a stock broker would some how inform me on how the world really worked. I was right in some ways, wrong in others.
The only problem was that I was thrust into a situation in which my co-workers were used to potential clients who became ecstatic by calls from a local stock broker. The stock market had been on an improbable 20 year run in which everyone was making money.
Inthat dream was about to end. As I applied the belief that sales is a numbers game for many months I decided to throw out the scripts of this huge corporation and start a new.
Sales is not a numbers game! If you call a thousand people with a bad script you will fail a thousand times. In this article, I will do my best to equip you with many scripts that I found great success with. I did however make one discovery.
That might not sound like a great revelation, but it was the basis of how I became a successful telemarketer. Sorry to shatter dreams, but all stock brokers are telemarketers If you have the best product, why are you afraid to ask people to buy it?
OK, I now know I have to always assume the sale. My new task was just to make sure I was selling the best product and then assuming the sale would be easy. I discovered the yes-set, band-wagoning, favor for a favor, the following of authorities, the scarcity principle, the liking principle, the consistency principle, rapport building, etc.
My results were amazing. Also, I found that with a good script in hand I all but eliminated all of my phone anxity and started to love selling on the phone.
Get a Reason for People to Meet you If you want to dramatically increase your ability on the phone, figure out an iron clad reason why some one would want to talk to you. So I learned everything I could about those programs.
It took me about a day! Do you think I was now comfortable assuming people would want to talk to me?
You need tons of practice Talk to 50 people per day Have answers to every objection on a script Tape yourself Are you assuming the sale? Selling on the phone requires more aggression than in person selling!
At some point you will ask yourself this question, if you sell on the phone. The reason why is that as children we were taught to respond with a NO, when we are caught off guard. Think how often have you said NO vs. YES to a child?
The 3 Principles of The Phone Ok, you know you have to assume the sale and you have the best product or service, so why would that be hard? You have only three new skills to develop. They are never to high or to low and they do their best to see the best in any situation, in others and themselves.
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