“THE IGNITER PROTOCOL”
How hard is it to make a cold-call? Imagine this. You enter an office where you’re not known. The person you’re seeing has a ton of other, more important, things to do and the odds are overwhelming they are getting what you’re selling from another source. Not a pretty picture.
At this point it is essential to “open” the call in the most powerful way possible. Too often, Sellers react by talking a lot – and usually about themselves, their company and the product line. Instead of doing this we would be better off asking our way through the sales process than telling our way through it.
You may recall that a Protocol is a set of prepared questions. An “Igniter Protocol,” is a set of questions used to “open” a cold-call. These are questions that pertain specifically to the product you sell and for the industry in which you sell.
Try building your own Igniter Protocol with these parameters:
* You are meeting with the decision-maker.
* Neither the decision-maker nor the company has ever done business with your company or you.
* You have the opportunity to ask ten (10) questions – the meeting is over after the 10th question.
* All questions must be open-ended, using “WHAT,” “WHY” or “HOW.”
* Generic questions like “how are you?,” although important, don’t count.
* Don’t worry about the answers, just the questions.
* After you create the questions, put them into the sequence in which they will be asked.
* A Protocol should be “fluid,” always changing for the better. Keep working it.
* Memorize the Protocol and you’re ready to go.
If you wish, forward your Igniter Protocol for posting on the SLH Blog. Or, send it directly to me and I’ll be happy to take a look.
HTS?
Good Selling!
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