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because it makes the prospect curious.|because it makes the prospect curious.
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He could possibly want to know what would be mutually profitable Even though the Salesperson says ‘mutually profitable’, the prospect is thinking about what is profitable to him?|He could possibly want to know what would be mutually profitable Even though the Salesperson says ‘mutually profitable’, the prospect is thin...
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The next question that comes is, did the salesperson lie anywhere? The answer is no. He was totally ethical and professional and the idea could be mutually profitable.|The next question that comes is, did the salesperson lie anywhere? The answer is no. He was totally ethical and professional and the idea could be mutua...
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Curiosity makes the prospect want to pick up the phone and talk to the salesperson as a sales professional, you want to open the door in order to establish credibility.|Curiosity makes the prospect want to pick up the phone and talk to the salesperson as a sales professional, you want to open the door in order to estab...
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There is an old saying: “You can take the horse to the water but you can’t make him drink.’|There is an old saying: “You can take the horse to the water but you can’t make him drink.’
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Nowadays, there is a new twist to the old saying - while taking the horse to the water, make sure you make him thirsty.|Nowadays, there is a new twist to the old saying - while taking the horse to the water, make sure you make him thirsty.
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How do you make a horse thirsty? Put a little salt in his food and he will become thirsty.|How do you make a horse thirsty? Put a little salt in his food and he will become thirsty.
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That way when he gets to the water he is thirsty enough to drink and he drinks.|That way when he gets to the water he is thirsty enough to drink and he drinks.
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The more curious the buyer is, the more he wants to know the more he wants to know, the greater the opportunity for the salesperson to bring value addition.|The more curious the buyer is, the more he wants to know the more he wants to know, the greater the opportunity for the salesperson to bring value addition.
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I have seen some sales professionals very successfully, use the following approach|I have seen some sales professionals very successfully, use the following approach
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‘Mr Prospect, I am X calling from ABC Company. I had a question which, probably, you are the most qualified to answer.|‘Mr Prospect, I am X calling from ABC Company. I had a question which, probably, you are the most qualified to answer.
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I would appreciate a call back from you.|I would appreciate a call back from you.
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My number is so and so. Analyze the above approach If I was selling life insurance and I left such a message for the prospective decision-maker by saying|My number is so and so. Analyze the above approach If I was selling life insurance and I left such a message for the prospective decision-maker by saying
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I had a question that probably he is the most qualified person to answer,|I had a question that probably he is the most qualified person to answer,
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what would happen?|what would happen?
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It raises his curiosity. The question that comes to the prospect’s mind is, ‘What is it that I am the most qualified person for?’ The prospect would want to know!|It raises his curiosity. The question that comes to the prospect’s mind is, ‘What is it that I am the most qualified person for?’ The prospect would want to ...
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When the prospect returns the call, the salesperson’s approach would be|When the prospect returns the call, the salesperson’s approach would be
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‘since you are heading XYZ department, I felt you are the most qualified person to ask this.|‘since you are heading XYZ department, I felt you are the most qualified person to ask this.
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(or may be enhance benefit).|(or may be enhance benefit).
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The most obvious answer to this question is ‘yes’ It still gives you an opportunity to open the door.|The most obvious answer to this question is ‘yes’ It still gives you an opportunity to open the door.
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The same principles apply to e-mails as apply to voice mail.|The same principles apply to e-mails as apply to voice mail.
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People are bombarded with e-mails. On the subject line you need to write, ‘I have a question’ rather than writing the actual subject.|People are bombarded with e-mails. On the subject line you need to write, ‘I have a question’ rather than writing the actual subject.
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‘Since you are heading XYZ department, I felt you are the most qualified person to ask this.|‘Since you are heading XYZ department, I felt you are the most qualified person to ask this.
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We have recently come up with a unique machine that can save you twenty per cent of your running costs|We have recently come up with a unique machine that can save you twenty per cent of your running costs
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Value propositions.|Value propositions.
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Incomplete information.|Incomplete information.
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Gain of unknown benefit.|Gain of unknown benefit.
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Prevention of unknown loss.|Prevention of unknown loss.
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Another approach - ‘Mr. Prospect, our office did a study in the last three weeks and came up with a report that highlights some serious problems.|Another approach - ‘Mr. Prospect, our office did a study in the last three weeks and came up with a report that highlights some serious problems.
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that could affect productivity in your organization.’|that could affect productivity in your organization.’
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What problem could affect our productivity?|What problem could affect our productivity?
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Wouldn’t he want to know immediately?|Wouldn’t he want to know immediately?
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The curiosity must be strong enough to prompt the prospect to invite you and then of course as a good professional, you must talk sense.|The curiosity must be strong enough to prompt the prospect to invite you and then of course as a good professional, you must talk sense.
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Otherwise, it would be irritating|Otherwise, it would be irritating
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and you and your organization would lose credibility.|and you and your organization would lose credibility.
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Keep in mind: our objective is to open the door and build credibility, thereby turning it into a mutually profitable relationship.|Keep in mind: our objective is to open the door and build credibility, thereby turning it into a mutually profitable relationship.
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Sometimes, people question how you can build credibility unless you open the door.|Sometimes, people question how you can build credibility unless you open the door.
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My answer is that they are mutually inclusive.|My answer is that they are mutually inclusive.
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The moment you open the door and the way you open the door, starts building or depleting credibility.|The moment you open the door and the way you open the door, starts building or depleting credibility.
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Whether we like it or not, we have to accept that all past negative experiences from previous vendors will make the buyers’ skeptical|Whether we like it or not, we have to accept that all past negative experiences from previous vendors will make the buyers’ skeptical
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till you prove otherwise.|till you prove otherwise.
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The basic perception of a Salesperson is that they are not trustworthy and they will do anything to make a sale,|The basic perception of a Salesperson is that they are not trustworthy and they will do anything to make a sale,
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till it is proven otherwise.|till it is proven otherwise.
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A good sales professional should not be deterred because of this perception.|A good sales professional should not be deterred because of this perception.
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WHY IS ACCURATE RECORD-KEEPING IMPORTANT?|WHY IS ACCURATE RECORD-KEEPING IMPORTANT?
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Your phone-contact ratio shows if you are calling at the right time of the day or week.|Your phone-contact ratio shows if you are calling at the right time of the day or week.
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Similarly,|Similarly,
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with experience you can develop your own schedule to call.|with experience you can develop your own schedule to call.
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Your contact-appointments ratio shows your telephone skills It also shows, how well you bypass the secretary.|Your contact-appointments ratio shows your telephone skills It also shows, how well you bypass the secretary.
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The call-presentation ratio shows your ability to speak to the decision-maker (You only make a presentation to the decision- maker and nobody else.)|The call-presentation ratio shows your ability to speak to the decision-maker (You only make a presentation to the decision- maker and nobody else.)
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Unless we are aware of our selling skills as discussed above,|Unless we are aware of our selling skills as discussed above,
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we will never be able to reach our goals in life.|we will never be able to reach our goals in life.
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Chapter Sixteeen: Rules for Letter Writing|Chapter Sixteeen: Rules for Letter Writing
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CARDINAL RULE: Always close your agreements with written confirmation.|CARDINAL RULE: Always close your agreements with written confirmation.
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Start with a very strong opening headline, because if the headline is not attractive, people will not read further.|Start with a very strong opening headline, because if the headline is not attractive, people will not read further.
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This means, a headline is an advertisement to an advertisement, or an announcement.|This means, a headline is an advertisement to an advertisement, or an announcement.
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One. address from the prospective buyer's point of view.|One. address from the prospective buyer's point of view.
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Three. Go with a logical sequence.|Three. Go with a logical sequence.
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Four. Use bullet points to emphasize benefits. Use testimonials for credibility and give proof of your claims.|Four. Use bullet points to emphasize benefits. Use testimonials for credibility and give proof of your claims.
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It is better not to exceed one page unless totally necessary|It is better not to exceed one page unless totally necessary
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(keep in mind: your prospect will read so much only if you have grabbed his attention with the opening statement).|(keep in mind: your prospect will read so much only if you have grabbed his attention with the opening statement).
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Seven. Personalize your letter by checking out the name of the prospect and spelling it correctly.|Seven. Personalize your letter by checking out the name of the prospect and spelling it correctly.
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Eight. Give them a strong reason to talk to you or see you make it compelling.|Eight. Give them a strong reason to talk to you or see you make it compelling.
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Nine. Include a brochure if it helps your chances of making the sale. (A brochure is a selling tool But keep in mind that the brochure does not replace you.)|Nine. Include a brochure if it helps your chances of making the sale. (A brochure is a selling tool But keep in mind that the brochure does not replace you.)
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Ten. Don’t promise something that you cannot do.|Ten. Don’t promise something that you cannot do.
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Eleven. Close your letter with a call to action, either from your prospect's side or your side.|Eleven. Close your letter with a call to action, either from your prospect's side or your side.
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Adhere to any commitments that you may make, but give some breathing time before the follow-up.|Adhere to any commitments that you may make, but give some breathing time before the follow-up.
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Twelve. You can ask him to take an action (Example: please acknowledge this letter They may or may not acknowledge, but that is immaterial.)|Twelve. You can ask him to take an action (Example: please acknowledge this letter They may or may not acknowledge, but that is immaterial.)
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Thirteen, Informing them that you will be taking an action example|Thirteen, Informing them that you will be taking an action example
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I shall call you within three to five days from now. Always specify a specific time period during which you will follow-up.|I shall call you within three to five days from now. Always specify a specific time period during which you will follow-up.
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Don’t leave it open such as - ‘I shall call you later.’|Don’t leave it open such as - ‘I shall call you later.’
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These are vague and loose statements. (This does not show seriousness.)|These are vague and loose statements. (This does not show seriousness.)
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SAMPLE LETTERS Letter One - A Sample Pre-Approach|SAMPLE LETTERS Letter One - A Sample Pre-Approach
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Are you tired of looking for office space?|Are you tired of looking for office space?
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Now you can get an office space that you can be proud of and which doesn’t cost you an arm and a leg.|Now you can get an office space that you can be proud of and which doesn’t cost you an arm and a leg.
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We have recently built a new office space at dash|We have recently built a new office space at dash
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I shall call you next week or dash and share with you a business opportunity that could be mutually profitable,|I shall call you next week or dash and share with you a business opportunity that could be mutually profitable,
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Letter Two - A Sample Pre-Approach|Letter Two - A Sample Pre-Approach
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Your name was mentioned by dash saying that your company has reached a new benchmark|Your name was mentioned by dash saying that your company has reached a new benchmark
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(or your name was mentioned in the newspaper for achieving new benchmarks). May I congratulate you on your achievement?|(or your name was mentioned in the newspaper for achieving new benchmarks). May I congratulate you on your achievement?
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Mr Dash I am from XYZ Company We have recently come up with a unique machine that can increase output by thirty per cent.|Mr Dash I am from XYZ Company We have recently come up with a unique machine that can increase output by thirty per cent.
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I shall call you next Monday to schedule an appointment and share ideas that have been helpful to people like yourself I look forward to speaking with you next week. Regards, ABC|I shall call you next Monday to schedule an appointment and share ideas that have been helpful to people like yourself I look forward to spea...
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Most decision-makers feel that if their people have a better attitude, their productivity would go up.|Most decision-makers feel that if their people have a better attitude, their productivity would go up.
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I am sure you feel the same way.|I am sure you feel the same way.
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I shall call you next Monday morning to schedule an appointment and share ideas that have been helpful to people like youself.|I shall call you next Monday morning to schedule an appointment and share ideas that have been helpful to people like youself.
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Looking forward to speaking with you next week. Regards, ABC|Looking forward to speaking with you next week. Regards, ABC
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Letter Four - A Sample Follow-Up|Letter Four - A Sample Follow-Up
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As discussed, enclosed is additional information that could help you enhance productivity through our product/service.|As discussed, enclosed is additional information that could help you enhance productivity through our product/service.
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I will call you next Monday to schedule a meeting or answer any questions you may have.|I will call you next Monday to schedule a meeting or answer any questions you may have.
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Regards, ABC|Regards, ABC
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Thank you for the courtesy extended during our recent meeting As promised, listed below are the following points of information: One, Two and Three.|Thank you for the courtesy extended during our recent meeting As promised, listed below are the following points of information: One, Two and Three.
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I will call you next Monday to schedule a meeting to take it further.|I will call you next Monday to schedule a meeting to take it further.
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This is just a note to thank you for referring XYZ. I shall keep you posted of the outcome.|This is just a note to thank you for referring XYZ. I shall keep you posted of the outcome.
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Thank you again for your help and consideration. If I can assist you in any manner, please call Regards, ABC|Thank you again for your help and consideration. If I can assist you in any manner, please call Regards, ABC
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Letter Seven - A Sample for a Reconfirmation in Writing|Letter Seven - A Sample for a Reconfirmation in Writing
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If there is any change, I will appreciate receiving a call from you If I don’t hear from you; I will take this appointment as confirmed Regards, ABC|If there is any change, I will appreciate receiving a call from you If I don’t hear from you; I will take this appointment as confirmed Regards, ABC
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Letter Eight - A Sample Testimonial Letter|Letter Eight - A Sample Testimonial Letter
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This is just a note to thank you for your professional service. Your solutions have enhanced my business significantly|This is just a note to thank you for your professional service. Your solutions have enhanced my business significantly
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saved me a significant amount of money.|saved me a significant amount of money.
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I feel confident in recommending your service to anyone. Regards, ABC|I feel confident in recommending your service to anyone. Regards, ABC
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