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Two Cold Call Case Studies

disconnect#1

C: Hello, Sharon? Joe from Mimeo calling. How you doin’ today? [I assume he was attempting to be intimate, not knowing that anyone intimate with me would never call me ‘Sharon.’]
SDM: Do you know if that’s my correct name?
C: I do know. It’s your name.
SDM: Really? Are you absolutely certain?
C: I am.
SDM: How can you be so certain?
C: Wait. Aren’t you Sharon? Is Sharon there?
Seriously. That call happened. Word for word.

#2

E: Hi. I’m calling from Ecsell. Is this Sharon?
SDM: Is this a cold call?

E: No. It might be a partnership call and I might be able to hire you as a speaker.
SDM: Cool. You should know, then, that my first name is Sharon Drew.
E: OK. I didn’t know that. But I know you’re a sales company and want to tell you about our coaching products. [And the reason she doesn’t want to collaboratively figure out if our solutions would blend is….?]
SDM: Do you know who I am and what I do?
E:   You’re the President of Morgen Facilitations. What else should I know? [She’s asking ME?]
SDM: So you didn’t do your homework. I’m a sales visionary, and for decades have been teaching a buy-in model I invented to sales folks and coaches to help buyers manage their off-line consensus and change.
E: That’s no reason you wouldn’t be able to use our products also, or tell your clients to use our products.
SDM: Wow. You’re still pushing without listening to what I said.
E: Oh yeah?? I’m not pushing. Just educating.

These calls really happened. Do you know how your sales folks are making their cold calls? If you ever want to teach your cold callers to enable a collaborative dialogue that’s win-win, that facilitates decision making and integrity, and teaches your buyers how to consider working with you and your solution on the first call, contact me. Buying Facilitation® is not sales, but it uses a Facilitative Questioning model that starts by opening a discussion that enables change and collaboration and buying. And you wouldn’t sound like these idiots.
[email protected] or www.buyingfacilitation.com

Two Cold Call Case Studies is a post from: SharonDrewMorgen.com

Read the original blog entry...

More Stories By Sharon Drew Morgen

Sharon Drew Morgen is the visionary and thought leader behind Buying Facilitation® the new sales paradigm that focuses on helping buyers manage their buying decision. She is the author of the NYTimes Business Bestseller Selling with Integrity as well as 5 other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy.

Morgen dramatically shifts the buying decision tools from solution-focused to decision-support. Sales very competently manages the solution placement end of the decision, yet buyers have been left on their own while sellers are left waiting for a response, and hoping they can close. But no longer: Morgen actually gives sellers the tools to lead buyers through all of their internal, idiosyncratic decisions.

Morgen teaches Buying Facilitation® to global corporations, and she licenses the material with training companies seeking to add new skills to what they are already offering their clients. She has a new book coming out October 15, 2009 called Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it which defines what is happening within buyer’s cultures (systems) and explains how they make the decisions they make.

Morgen has focused on the servant-leader/decision facilitation aspect of sales since her first book came out in 1992, called Sales On The Line.
In all of her books, she unmasks the behind-the-scenes decisions that need to go on before buyers choose a solution, and gives sellers the tools to aid them.

In addition, Morgen changes the success rate of sales from the accepted 10% to 40%: the time it takes buyers to come up with their own answers is the length of the sales cycle, and her books – especially Dirty Little Secrets – teaches sellers how to guide the buyers through to all of their decisions, thereby shifting the sales cycle from a failed model that only manages half of the buying cycle, to a very competent Professional skill set.

Morgen lives in Austin TX, where she dances and works with children’s fund raising projects in her spare time.

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