Featured Article12 Questions to Get a Jump Start on the Year Ahead
Each December, like many other people, I reflect on the year past and the year ahead. I focus this reflection with 12 questions. I note highlights and lessons learned; how I have evolved; the memorable moments and the various goals I’ve advanced towards – and more. Often, I’m surprised by how much I achieved. As we trudge through our busy lives we are often thinking about all we have not done or achieved. So I invite you to use these questions to take stock and consider your intentions and aspirations for 2013.
The Year Past:
1) What went well?
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Make The First 30 Seconds Count
|Productivity - Prospecting|
|Written by Rochelle Togo-Figa|
When you’re calling prospects, you only have about 30 seconds to grab their attention. You have one chance to make a first impression when the prospect picks up the phone, so make sure those 30 seconds count.
We live in a world in which we’re bombarded with e-mails and phone calls. We don’t have a lot of time to read or listen to every word. In those first few seconds with the prospect, it’s up to you to capture their attention right away.
Sales professionals and business owners sometimes make cold calls without planning what they’re going to say. They wing it, hoping for the best. Being unprepared when you are making calls is a sure-fire way to fail.
The key to getting the appointment is to (1) craft a compelling statement that is clear and concise, (2) practice your compelling statement until the words flow easily, and (3) stimulate just enough curiosity to get the appointment.
Here are some steps to help you craft your 30-second “grabber” statement.
An Example of the ”Grabber” Statement:
(OPTIONAL STEP: Mention a client success story before you close for the meeting. State the problem, how you helped with the solution and the outcome.) “You may be interested to know that I recently worked with a client who had the same needs as you. They came to me because…I helped them to…and the results were…I’d like to show you how I can do the same for you.” Assignment:
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