| d="body"> | | | | phrases are more powerful, more evocative, better |
| Ballet is an art form that began in the 1400's and | | | | selling words than others. If you say something to a |
| became more standardized in the 1600's in the court | | | | prospect that works to get the result that you |
| of Louis XIV. Louis was known as the "Sun King.," | | | | want--why would you ever want to say anything |
| Tthe name came from a role he danced in a ballet. In | | | | else? If what you are doing does not get the result |
| 1661 Louis XIV established the Acadmie Royale de | | | | you want then you have to tweak your approach |
| Danse to train dancers and dance teachers. By the | | | | until you get a better result. |
| 1800's the technique was pretty much solidified into a | | | | It's easy to recognize what works and what |
| form very close to what we see today. | | | | doesn't--count and keep records. Keep records of |
| Ballet, the art and the training of a dancer, has a | | | | the number of times you dial the phone, the number |
| tradition that is now handed down from generation | | | | of decision-makers you reach and the number of |
| to generation. The training a dancer receives today is | | | | appointments you schedule. If you are scheduling one |
| similar to the training a dancer would have received in | | | | meeting without of every three or four |
| the 1800's. Yes, there are differences, stylistic and | | | | decision-makers with whom you speak, you are doing |
| technical. Certainly better nutrition, better health care, | | | | fine. Keep doing exactly what you are doing. If you |
| and the ability to start training at a young age has | | | | are not scheduling that number of meetings, find |
| also had an impact on what a dancer today can | | | | better words and phrases with which to entice your |
| physically achieve. The engineering of the pointe shoe | | | | prospects. Track your results. You will quickly be able |
| has also changed significantly, allowing the ballerina to | | | | to figure out what works and what does not. Once |
| dance en pointe for longer periods of time. The | | | | you know what works--keep doing the same thing--it |
| framework for all of this, however, was set in the | | | | works! |
| 1800's. | | | | Every conversation is not different. The reality is that |
| Today, if you take a ballet class any place in the | | | | most conversations with most prospects are very |
| world, the structure of the class is the same, the | | | | much the same. When asking for a meeting, most |
| steps are the same and the approach is the same. | | | | prospects respond: "I have a vendor," "Send a |
| The timing, the position and the execution of any | | | | brochure," "I'm too busy" or "I'm not interested." You |
| given step is not open to discussion. Neither is the | | | | need a response to each of these objections and |
| posture or the alignment or the classical line. Why? | | | | you need a response that works. Once you find a |
| For one reason--it works. | | | | response that works--note it down and keep using it. |
| Now let's talk about introductory calling. (You knew | | | | It works. (For a complete listing of objections and |
| I'd get here eventually, didn't you?) In many of the | | | | effective answers see "Cold Calling for Women: |
| workshops I conduct, participants are generally | | | | Opening Doors & Closing Sales," Chapter 12, |
| opposed to the idea of working with a script. They | | | | page 121, "Specific Answers to Specific Objections" |
| tell me they feel uncomfortable, canned, phony and | | | | or "Cold Calling College," Module 3. To order visit: |
| insincere. They also tell me that every conversation is | | | | Great actors have the ability to work with scripts |
| different. | | | | and make them lifelike every time. You can do this |
| Hmmm..... | | | | too. It takes some concentration. Part of what |
| When you make introductory calls, the only thing | | | | makes great dancers great is the discipline and |
| that really counts is results. Here are the numbers: If | | | | concentration to start at the beginning, follow |
| you are calling to schedule meetings, in a given time | | | | through and continue to do what works. Great sales |
| frame how many times do you dial the telephone? | | | | people are great because they have the ability to |
| How many decision-makers do you reach during that | | | | plan, think strategically, discover what works and |
| time? And how many appointments do you schedule? | | | | then they have the concentration and discipline to |
| Your feelings don't count. | | | | follow through and continue doing what works. |
| Some words are stronger than other words, some | | | | Where do you fit in? Only you can decide. |
| phrases are more persuasive. Some words or | | | | |