One of the reasons many agents struggle to close on prospecting calls is that they haven’t mastered the basics of the call like introducing themselves quickly, and learning what the prospect’s true motivations are. How do you practice these aspects? Why is action more important than knowing everything? On this episode, Dale Archdekin shares what he’s learned from training agents and teams on prospecting and conversion.
There are 3 different stages of the script, who you are, where you’re from and what you’re doing on the phone call. -Greg McDaniel
It's not what you know, it's what you DO that counts
No amount of training and learning what works will change anything if it’s not put into actual action. What matters is doing, and even if you don’t know everything, that’s what helps you grow. In prospecting, it’s often about getting out there and just doing it, getting the practice, learning and getting better.
The value of real, live-fire practice
It’s not just about roleplaying, it’s about actually going through the foundational aspects and demonstrating them in real time. It’s about mastering aspects of talking to a lead, objection handling, and working the lead through to a closing. Getting used to this in practice means it will feel more natural on an actual prospecting call.
Why you shouldn't practice in your leads
Don’t practice on your leads because they are getting more and more expensive, and you want to be ready when you get on the phone with them.
If you’re already experienced at the basics of a prospecting call, role play is just a warm up, but a lot of agents still need to lay the foundation of the basics of the call. If you want to get better at cold business, practice your calls, from the opening to the close, from introducing yourself and stating the purpose of the call. It’s all about getting the most important question of the call answered and you get there by mastering all the pieces of the call.
Dale is a Realtor and founder of Smart Inside Sales. Go to smartinsidesales.com for more information, email firstname.lastname@example.org or find them on Facebook.
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