When Selling by Phone, Target Big Spenders! |
Approximately 12 percent of all prospects love to buy. As consumers, they can't wait to load up their new charge cards with heavy debt, because the thrill of buying is so intoxicating to them. And if they're in business, they get equal glee from emptying their employers' treasuries. In the sales field, we call these folks, "Walk-Ins." All you have to do is knock on their door or phone them, and they'll put out the welcome mat. On the other side of the ledger, you'll find about 20% of all buyers. They are tightwads, hating to part with a buck. They hide behind electronic and human sentries, and hem and haw and try to whittle back your margins until they're paper-thin. Selling spendthrifts is cheap, fast and easy. Selling penny-pinching tightwads is costly, slow, and hard. If we're involved in telephone prospecting, cold calling, appointment setting, and just plain old selling by telephone, I think our fortunes are served better by endeavoring to sell "a lot to the few" instead of "a little to the many," says this top trainer, keynote speaker, and international sales and telemarketing consultant.
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