以前的请参考我的福步博客： zllpmyy=sfk_fk/.zrsczr=_okgyf/dkcy/dkc_r.phsrg?t/wio?
本周的比较短，是否可以有多些人参与翻译？
This Week's Tip
oid This Lie In Your Opening
Greetings!
The call I received a few days ago reminded me
of an old joke:
The sales rep reached his targeted decision
maker by phone. Even before he could finish
introducing his name and company, the gruff
executive said,
"Are you a salesperson?"
The caller responded,
"Well, according to my manager, not ery
good one."
The rep on my call used a technique I'm
hearing every so often on prospecting calls,
and I think it's ridiculous.
He stated his name and company, then said,
"I'm not trying to sell you anything."
Immediately that branded him as a liar
in my mind
Sure, maybe he wasn't going to sell me
anything that day (or any day, for that
matter).
But of course, his ultimate intent
IS to sell. Therefore, I look at that
technique as a lie. And a waste of time
that could be invested in moving the sales
process forward, while not alienating
a prospect who sees through the deception.
For users of this technique, se your emails,
I don't want to see them. I've heard all
the arguments for using this...
...it puts the other person at ease, it
lets them know you're not going to give
them a pitch, and it positions you as more of
an information-gatherer instead of a one-
call close salesperson.
Whatever.
It's a waste of words. And it unnecessarily
limits you on calls.
We he just a few seconds to say something
of potential value in the first 10 seconds of
a prospecting call. Get right to the point,
state the possible value you might be able
to deliver, and then let them know you'd
like to ask a few questions to determine if
you he the basis for further conversation.
If you begin calls saying you're not going
to sell anything, that will usually be
your end result.
QUOTE OF THE WEEK
"The difference between a successful person and
others is not a lack of strength, not a lack of
knowledge, but rather a lack of will."
Vince Lombardi
Go and He Your Best Week Ever!
Art
============================
以下是过去的内容：
2007-1-1：第一期
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2007-1-11：第二期
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2007-1-18：第三期
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2007-1-24：第四期
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2007-2-2：第五期
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2007-2-7：第六期
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2007-2-17：第七期
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2007-2-24：第八期
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2007-3-3：第九期
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2007-3-9：第十期
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2007-3-16：第十一期
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2007-3-22：第十二期
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2007-3-31：第十三期
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2007-4-11：第十四期
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2007-4-13：第十五期
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2007-4-20：第十六期
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2007-4-27：第十七期
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2007-5-6：第十八期
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2007-5-14：第十九期
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2007-5-16：第二十期
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2007-5-26：第二十一期
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2007-6-8：第二十二期
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2007-6-8：第二十三[收起]
