The most controllable and effective way to identify retailers that are interested in Point of Sale systems
is to talk to them directly, either by phone or in person. Yet many people have a fear of cold
calling and this comes from trying to sell systems where that is not appropriate.
In reality, only 20-30% of retailers will be in a position to consider a new Point of Sale
system in any given year. Rather than of trying to sell a system to every retailer you come in
contact with, you need to open a dialog with them and have a conversation to determine
whether they have a requirement and if so, what the needs may be. Instead of looking for a sale,
you should look for a "fit" between the retailers needs and the systems you offer.
Most people doing cold calls work from a script and say something like
"My name is Fred from XYZ company", and then start talking about their company and the features of their product.
And they wonder why their prospects say "not interested".
Retailers are genuine, down to earth, commercially realistic businessmen. If you talk to them in that manner,
about their problems, then there is no pressure and if a fit exists, things will progress naturally.
The
Key Issues Page
lists the factors that determine whether a retailer would be open to some new Point of Sale
system. If one or more of these conditions applies, then it becomes a natural progression
to see if the solution you offer is the right fit for their requirements, bearing in mind that
no system, SELLmatix included, is the right "fit" for every retailer.
This is a radically different approach taught by Ari Galper in his
Unlock The Game
program that eliminates pressure, fear of rejection and makes cold calling easy.
Not only that, it dramatically improves results.
Ari has a 10 part audio mini-course that introduces this approach and reveals secrets
even the gurus don't know. Get yours free at
http://www.UnlockTheGame.com
Before you start making phone calls or cold calls you need to listen to these free mini-lessons
and read some of these articles Ari has written.
Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don't know. To receive your 10 free audio mini-lessons visit
http://www.UnlockTheGame.com
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