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By John Orvos, Founder and CEO of Sellcoach.com.
Part of the ongoing series from John Orvos, starting with The Four Faces of Sales featured in our November issue. Watch for continuing articles in the next months!
At this point of the process, you open The Face of the Bull, charging forward to make contact with the leads generated by the
Sleuth. You must be aggressive and make contact with these leads, by calling them on the phone and meeting them at networking events. The goal of the Bull is to make contact and set a meeting.
The Bull’s goal is to stimulate curiosity and set a meeting.
Think like a Bull
Most salespeople are reluctant to make the calls necessary to generate new business. This reluctance stems from two perceptions, one that their call is unexpected and two that their call is unneeded.
However, the Bull must assume a different perspective in order to charge forward. First, realize that the person you are calling is in a place of business and is expecting to receive business calls during the day, including solicitations from vendors.
Second, understand that your solution has value, which is why you are in business and your solution is available. Your phone call may present the opportunity that your initial contact, or someone else in the company, is seeking. You are doing them a favor by calling.
1 Determine their interest
People will not invest their time to meet with you until they have a perceived need and they are interested in resolving this need. Upon first contact, you are aiming to either generate new interest, or uncover existing interest. You want your initial contact to think, “Do I have a problem? What do I need to change?” When your initial contact has interest, you need to act fast to be a part of their needs-identification.
When you speak with your initial contact, you will find one of three responses that represent their interest level:
1.
They have interest with good timing
“I am interested.”
Close to set a meeting and move to the Face of the Doctor.
2. They have interest with poor timing
“That is interesting and this might be good for us in the future,
but not at this time.”
Put these leads on your “Call back later” category of your call list.
Call them back every 3 months.
3. They have no interest
“We are not interested, thanks.”
Put these in the no interest category on your call list.
Next month, you will learn how the Bull charges make contact with the list of
leads.
John Orvos is the founder and CEO of the Sellcoach.com, an online sales tool to manage contacts, generate reports and reinforce sales strategies. Mr. Orvos is a
well-known speaker and coach for sales professionals nationwide. With 10 years of sales credentials, he brings unique and fresh perspectives in a practical guide
for sales professionals. He is the author of the Four Faces of Sales, which teaches sales professional how to prospect, present, and close more sales. Mr. Orvos
has consulted with companies in the Technology, Software, New Media, Consulting, Advertising, Publishing, Retail, and Business Services industries. Mr. Orvos is
a 1989 graduate of Penn State University. He currently lives in Princeton, New Jersey, with his wife, Lisa.
Please contact John Orvos at john@sellcoach.com with any questions.
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