Learn Sales Tips from a Dating Advice Book

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Sales Advice from a Dating Tips Article?

• A presentation by Frank RumbauskasNew York
  Times Best-Selling Author

Copyright 2012 by FJR Advisors Inc. All rights
reserved.
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I get a ton of magazines in the mail, and while
most of them only get a quick scan for
interesting articles, Men's Health is one of the
few I read cover-to-cover, which is exactly what
I did this past weekend. While I'm mostly
interested in the fitness nutrition articles, I
read one about how women have become so empowered
in today's world that it's now actually more
common for a woman to approach a man and ask him
out on a date, than it is for a man to approach a
woman.
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But, that's not the big news. The real
eye-opener was this Women report that they are
far more attracted to a man they approach and ask
out, than they are to a man who approaches
them! This is an astounding statement, especially
so because the common belief is exactly the
opposite. But what's even more interesting is how
this applies to sales, and particularly to cold
calling.
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At a recent presentation, I taught a group of
salespeople how to use a "by referral only"
method of selling to attract new prospects. And
it works. When someone looks at your business
card, or website, or marketing collateral, and
see the words "Appointments by Referral Only,"
you instantly appear to be highly desirable and
of higher value than your competitors. Likewise,
when a woman must approach a man, he seems more
desirable, even if he really isn't - it's the
perception that matters. For all she knows, he
may have been about to get up and approach her,
but the fact that she made the approach is what
counts. It sets up a dynamic where he has the
higher social status in the situation, and will
therefore appear more desirable.
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As a salesperson, it's imperative that you keep
this dynamic always in mind. You need to think of
ways and means to create the perception that the
prospect is actually approaching you, or
requesting that you work with them, instead of
the other way around.
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Cold calling is the perfect example of how not to
go about this.

• When you make a cold call, it is an overt
  approach, and one that makes this dynamic work
  against you - it immediately puts the prospect on
  the plus side of the value equation, and you on
  the negative.

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BUT WHAT IF YOU HAVE TO COLD CALL? WHAT IF YOU
DON'T HAVE A REFERRAL NETWORK YET?...
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Don't despair. There are ways to go about this
intelligently. For example, even if you must cold
approach prospects, you can do it in a way that
doesn't seem like a typical cold call.
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One good method is with social media.

• Create a list of target prospects, something you
  should do regardless of whether you're cold
  calling or not, since calling at random is never
  a good strategy.
• Once you've got your target list, do your
  homework and find out who the decision makers
  are.
• Once that's done, now you can look them up on
  LinkedIn and Facebook. Look for common interests,
  or areas of common ground you can use to initiate
  a contact. Connect online.

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You create the perception that the prospect is
starting the sales process.
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Forget about traditional cold calling, which
doesn't put any value on you, and instead begin
looking for ways to begin the communication
process with prospects in a more indirect way.
You'll find that they put more value on what you
have to say, and your closing rate will go up
dramatically.
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Thank You For Reading!
For a FREE 37-page PDF preview of the Never Cold
Call Again system, please visitwww.nevercoldcall.
com
Copyright 2012 by FJR Advisors. All rights
reserved.