Hi! I am Frank Rumbauskas. I am here to talk to you today about the specifics of power and a sale interaction because you probably heard me explain that cold calling destroys your status as a business equal. It causes you to give away all of your power in a sales interaction.
So today we would explain specifically as why that is the dynamics of power in a sale situation and why cold calling destroys your power and gives it away to the prospect. Now quite simply a sales process is a negotiation. You got two parties, you have got yourself as the sales person and you have got the prospect. Now the power paradigm is determined by the person who has a need and the person who can fulfill a need. So quite simply, the person who has a need, who is in need, does not have the power. The power is held by the person who can fulfill a need. So it happens when you make a cold call you approach the prospect.
When you stop communicating by making a cold call introducing your self and letting the prospect know that you have got something for sale, you are communicating that you have a need. You need a sale. You are in need and because you are in need, you do not have the power. You have just given all the power away to the prospect because you have now placed the prospect in the very powerful position of being able to either fulfill your need or to say no and deny your need. So by making a cold call and approaching a prospect in a cold call situation, you give away all of your power. You hand it to the prospect.
Now let us look at what happens when you reverse that. When you setup a system of self-marketing, the type of prospecting, regeneration techniques that I teach, you put yourself in a position to attract prospects to you. In other words, you are positioning yourself so that prospects can see you have the offer. They can contact you. Whether they email you, whether they telephone you, they are raising their hand and saying, “I am interested on what you have got. I think I may have a need that you could help me with.” So think about that, think about what happens there. The prospect approached you, the prospect said, “I have a need.” With that means is the prospect does not have the power. The prospect contacts you and communicates that they have a need that you may be able to fulfill. So in other words, they have given you the power. You now have the power over that sales process.
And I realize this, quite sometime after I created my lee generation techniques because what was happening is that people were calling me, they were emailing, they are saying, “Friend, I know who you are and I liked to meet with you because I think you could help us out. We have got problem, I believe you may be able to solve it.” I was going into those appointments conducting my sales process in the old way. From a position of weakness, the way I used to do it when I was cold calling and prospects have the power, it was causing to loose sales. So I reevaluated and I recreated my sales process, rebuilt it from the start in a way the I went in with the power and I held that power throughout to the end of the sales process and beyond. And I say beyond because it is very important to maintain that relationship after the sale so that you can get referrals from your new costumer.
So in summary, the person who is in need does not have the power. The person who cannot fulfill a need has all of the power. When you make a cold call, you were in need. The prospect can fulfill a need or they can deny your need. When you get prospects to call you, the prospects have a need that you can fulfill which means you have the power and they do not. And the bottom line is that you will get the sale when you have the power.
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