Learn How To Melt Sales Resistance Like
Butter When All You Have are
"Somewhat" Interested Prospects.

by Esther Smith

Some smarty coined the phrase that in sales, "everything is fair game". Actually it's quite unfair; tilting unfairly in your favor or someone else's. So -- are you going to play the game to win? If you are here's your first lesson: winning this game is not a one-time event; it's a daily challenge. And the key to your success is learning how to melt sales resistance like butter.

Online activity has increased over the years. Joe Citizen doesn't hesitate about giving his personal information anymore. But your response better be quick or he will move on. Persistence and follow-up is what your prospects want. Even then 95% will fade away by your second contact.

Competitive marketers that I've studied wander around imitating each other: people following people that are following people who are lost. Everyone gets dumber every year. Prospecting for customers might as well be prospecting for gold. Where those nuggets?

•  Reply to spam mail with your own offer? no, trash them

•  Leads from your company's website? most are only lookers

•  Open the phone book and begin? I'd rather jump off a bridge

We have already learned discipline and persistence thanks to all the MLMs who fed us a daily diet of "you have winner written all over you" or "you're doing everything right, you just have to do more of it". Brainwashed to the max we plowed on laboring for prospects knowing full well that nothing begets nothing.

Your text or banner ads are not meant to sell but generate interest. Your killer ad brings them to your door. They are curious enough to respond. Here then is your somewhat interested prospect.

At this very moment you are in that vise being squeezed between marketing and sales. You know, that middle part that binds the two verbs together. Prospects view us as sharks circling for the kill -- we've all heard the jokes. Somehow you must find the words to rise from the "sea of sameness".

To do this you must abandon some of the old myths and shift your selling mindset.

Sales is a numbers game; Only when all you know is traditional selling. You can change your sales approach and make fewer calls resulting in more sales.

Use a sales script: I can tell when someone is reading a script and I think you can too. Learn to get your message across by knowing your company and product. You will eliminate red flags instantly and people will listen.

Focus on closing the sale: Prospects are people and "going for the kill" is an old technique that leads to that push-and-pull result you are trying to avoid.

Erasing these myths from your selling mindset will change your next contact by phone. There will be no fear of a positive outcome because mentally you already know it's premature to even be thinking about an outcome. Create a natural dialogue without feeling awkward. Use language that will engage them and not language that triggers rejection.

It's always about answering their unspoken questions. Express the value of doing business with you. Feel them out for that 'want' vs 'need' thing and establishing yourself as the choice. Selling is more about listening than it is about talking. Your prospect may be ready to buy and you could be too busy talking to notice.

Your takeaway lesson is: New Thinking = New Results

© 2005 Esther Smith

You can’t get back your hours but you can stop giving up more of them.  Start young, retire early.

Download My Free eBook Now
"Invitation To Internet Success"
Be sure to bring your party pants!

This invitation is extended to the 95% who have failed to find any real wealth on the Internet. All of your efforts have been a long line of dream stealers and the road has been tough, I know. Solo all the way and more often than not, the training you were promised was in poverty and patience.

But bless you – you’re one of the few people who is willing to do more, be more and get more out of life. You hang on to the belief that it can’t be all Internet lies because you’ve seen too many success stories. Like me, you get A+ for persistence!

If you’ve been caught in mere existence and true wealth has existed only in your imagination, everything is about to change. We will use a sort of “Velveteen Rabbit” principal; a guide to becoming real. To do this you must break out of the time-for-money trap because linear money (pay earned for hours worked) will never make you wealthy.

Stay close beside me as we do some me-and-you marketing and make yourself some really, really awesome income. We’ll do all the hard work upfront, and then as we move into leveraged income I’ll teach you how to coast.

Leveraged income is like remote control and you will clearly see how easy it is to make money work for you. This knowledge is no different than learning to ride a bike, or use a keyboard – once learned it is yours. You own the knowledge. No one can take it from you. Period.

This time you will do everything right.

This time you will have a plan, a clear view of
success and how to get there.

This is your "Invitation to Internet Success." 

This time you will join the 5%
all wearing party pants!

Esther Smith
Author/Publisher of "The Permanent Venture"

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