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[I48]I M So Great

by Wendy Weiss, Wen

My response invariably is: "It's probably too late."

Certainly you can try to recover from that "I'm not interested" response. You can ask, "Why do you say that?" (Say this gently, as though you are confused and really, really want the answer.) You can repeat back: "Not interested?" (Again, say this gently, as though you are confused.) This sometimes gets people to start talking and explain themselves. Bottom line, however, if everyone that you speak with says, "I'm not interested," you're not saying anything interesting.

If you have a compelling script with stellar delivery, you will hardly ever hear the words, "I'm not interested." That's because you will actually be saying something interesting!

On the telephone, you have approximately 10-20 seconds to grab your prospect's attention - and if you do not do that, your call is probably over. 10-20 seconds is not a lot of time. You are not going to convey a lot of information in 10-20 seconds. Instead, what you'll convey is your energy, your confidence and your excitement. Your words must reach out and immediately grab and hook your prospect's attention.

From the moment your prospect says, "Hello," your goal is to gain your prospect's attention so that she is hungry to hear more. If you don't hook your prospects in the beginning of your conversation, they will not want to speak with you. They will say, "I'm not interested," and worse case, they may hang up on you.

In order to hook your prospect, ask yourself: Whom are you calling? Why should they be interested? You're looking for hot buttons, those issues that are so important to your prospect that when they come up, your prospect stops in her tracks to listen. The big point here is that when you are trying to hook someone, you have to have some sense of what's important to them.

Ask yourself: What is the value that I (the company/product/service) bring to customers. How do they benefit? How do I (the company/product/service) make customer's lives easy, stress-free, happy, profitable etc? You may have to do some market research and/or brainstorming here. Once you've determined that value, however, lead with it.

Here's an example:

Last year when I conducted the "Cold Calling College" teleclass, I received an e-mail from a participant. He said he was calling owners of mid-size companies and not having much success. His e-mail read:

"...I say my name and company and then say ?we specialize in business performance management solutions for budgeting, reporting and analysis.... I hear ?not interested? then they hang up before I can say anything else.

Another thing I have tried is, ?...the reason I am calling is to introduce [company name]?s budgeting reporting analysis solutions and to invite you to an Excel seminar...? But after this I hear, ?not interested,? then they hang up before I can say anything else."

It's hardly surprising that these introductions didn't work. They weren't interesting. There was nothing in those first sentences to grab and hook a business owner's attention.

Later on, after going through the "Cold Calling College" system, the person who wrote this e-mail was able to pare his introduction down. His introduction ended up being something like: "We help companies keep the money they make." Short, sweet, to the point and focused on the value to business owners. Prospects stopped hanging up on him. Instead, he was able to start scheduling meetings with those business owners.

Lesson learned: Do your homework. Do what ever is necessary to truly understand your prospects. Before you ever pick up the phone, have the answer to the question: "Why should this prospect be interested?" If you have that answer, you will never again hear: "I'm not interested."

Copyright (c) 2007 Weiss Communications

It seems odd doesn't it? People go on about global warming and the rising temperatures and yet some areas seem colder than normal. That's weird! People go on about the melting icebergs and the rising oceans and then swear that we're in for severe water shortages. How does that work? Global warming should cause warmer weather right? And higher oceans and melted glaciers should mean more water for the masses right? Sorry folks, but it's just not that simple.

The Earth is a very large closed ecosystem. It is also dynamic, meaning it is constantly changing from one form into another. From the day that it formed from bits and pieces of rock and iron it has always been on the move, never predictable from one era to the next. When the dinosaurs walked this planet there weren't any ice caps and it was a very, very hot place. The climates changed due to the effects of the animals that lived here, from natural disaster, or, more commonly, from natural processes, many of which we can barely comprehend. Over time our planet has steadily cooled to the balmy, but very comfortable blue ball on which we now reside.

In other words the world is in constant flux. Never the same from one day to the next. Natural processes cause the changes that we have adapted to from the time that we first appeared. Yet, there is a difference this time. Changes are coming so quick now that it is difficult to blame just natural process. There is little to any doubt in people's mind that we have accelerated this global climate change. Even those who continue to throw forth violent denials can not deny that trees in the temperate zone bloom in March now instead of May and grow right through into November. That simple proof should be all you need.

In the coming decades we will be facing down some of the worst calamities to ever have been thrown against our species and dire and deadly water shortages will be one of the main ones. With the glaciers melting the water has to go somewhere and the oceans are the obvious destination. Water covers two thirds of this place we call home, but people are dying or will begin to die of severe water shortages very soon. With so much water flowing into the system and inundating coastal lands we should have more than enough to quench everyone's thirst, right? Wrong. That water is salt water.

Most people with a third grade education know that drinking salt water will only kill you quicker.
So we can't drink the water from glaciers because it is now part of the ocean, but we still have our aqueducts and stuff, right? Sure you do, but with such a large population and growing those aqueducts are running dry. Some towns have already begun drilling them out to reach deeper ground water. You may not know this because the water just continues to run from you faucets. You won't even be aware of water shortages until they tell you to stop watering your lawns. With longer growing seasons the reliance on these water sources will be pushed to their limits. Sure longer growing season means more food, but put a heavy reliance on an unstable water table to make sure all the crops a watered. Drought in many places across the globe will only make this worse. Without the usual seasonal rains there will be nothing to replenish the aqueducts. Drought is just one affect of global warming. Flood is another.

Flooding can also create water situations. In this time of climate shift have you noticed that areas are either in drought in or in flood. Here in America the west coast has been experiencing drought so severe that wildfires have consumed millions of acres over the last decade. But on the other side of the continent there is flooding. Flooding compromises water supplies through damage and tainting. Hurricane Katrina flooded so much of New Orleans that there was no drinkable water left. The waste from industry and farming and of course sewage was thick on the top of the flood waters. So despite the fact that people were surrounded by a virtual sea they couldn't drink any of it.

Can you grasp the magnitude of this dilemma yet. Obviously the world will change. We can not stop it. What we have done can not be undone. The time to stop it has passed. The question is what do you do now? Do you continue as always and make our situation worse or will you make a change? Will you buy a hybrid vehicle? Will you recycle your waste? Will you turn off the lights? Will you conserve our water? It's simple to just turn off the faucet while you brush your teeth and cut five minute of shower time. Small changes lead to bigger ones and turning the water to the off position while scrub those pearly whites will give you the wonderful feeling of effort.

Article Source : Jobs In Retail Sales

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Both Wendy Weiss & D. Golden are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Wendy Weiss has sinced written about articles on various topics from Sales and Negotiation, Marketing and How to Sell on Ebay. Wendy Weiss, "The Queen of Cold Calling," is a sales trainer, author and sales coach who helps you to gain confidence, reach more prospects, close more sales and make more money! For free prospecting sales tips go to. Wendy Weiss's top article generates over 8100 views. to your Favourites.

D. Golden has sinced written about articles on various topics from Sales and Negotiation. Conserve rain water and protect our ocean with a . Protect the Earth and support organic growers by purchasing. D. Golden's top article generates over 480 views. to your Favourites.