First Touch the Person, Then Touch the Teeth!

By Bryan Flanagan

Dr. Richard Chapman has a very successful family dentistry practice in Plano, Texas.  When asked the secret of his success, Dr. Chapman smiles (that’s his way of advertising) and says, “My practice is built on a very simple concept.  I teach my staff to first touch the person…then touch the teeth.”

Dr. Chapman has built a successful practice because he addresses the people process before he addresses the dental process.  In other words, he puts his patients first … ahead of the teeth.  Oh, don’t get me wrong. Dr. Chapman and his staff are very interested in teeth.  They do a great job with the technical side of their practice.  I have been a satisfied patient for over 17 years, as have the other members of my family.  However, Dr. Chapman realizes that he is the dental “industry”…but he’s in the people “business.”

You are also in the “people business.”  Much like the dentist, you also help in straightening and strengthening your “patients.”  You help people save money, and by doing so, you put a smile on their faces.

Dr. Richard Chapman knows that the old adage still applies:  people don’t know how much you know until they know how much you care … about them!  Today in your selling efforts, communicate to your prospects and customers that they are important.  Show them you care about them by putting their needs ahead of yours.  By doing, so you’ll reach a lot of people today.

Good luck and good selling!

Bryan Flanagan is known as the Sales Ambassador.  He is the premiere sales trainer and coach for Ziglar.  Watch Bryan in action!

Why You Hate Cold Calling But Shouldn’t – The Common Myths Exposed and Truths Uncovered

By Art Sobczak

Most sales reps hate prospecting by phone. Part of the reason is that they believe some of the many myths that have been perpetuated over the years about “cold” calling. Most of these are nonsense, and just plain wrong.

Perhaps you’ve heard them:

Cold Call Myth: “It’s just a numbers game.”
Truth: It’s a quality game. It does not matter how many calls you place; what’s important is the amount with which you have success. A baseball player could swing at every pitch, but only the quality attempts have a chance of hitting the ball. Casino games are numbers games; sales and prospecting is a quality game.

Cold Call Myth: “For every no you get, you’re that much closer to a yes.”
Truth: You are no closer to a yes unless you are doing the right things to get the yes. The previous “no” has absolutely no bearing on your next call. Activity solely for the sake of activity does not get you closer to success.

Cold Call Myth: “You need to love rejection to be successful at prospecting.”
Truth: You want to avoid “rejection.” It is a state of mind based on how you react to what happens to you. I’m not a psychologist, but I would say it is impossible to love “rejection,” unless you have some type of mental illness. You can get a “win” on every call — even when you get a no. For example, you can plant a seed for the future, or simply keep the door open for a future contact.

Cold Call Myth: “The telephone is just for setting an appointment.”
Truth: Salespeople are using the telephone to SELL every type of product or service. Limiting oneself by getting off a call too early unnecessarily lengthens the sales process. Indeed, your sales model might involve a face-to-face visit, but that visit will always be more productive if you take your call further.

Cold Call Myth: “Never give the screener any information.”
Truth: The screener may in fact be a decision maker, or at least an influencer, and needs to be treated like the buyer. Trying to go around or above an assistant and being evasive labels the sales rep as a cheesy buffoon, and simply intensifies the screener’s resolve.

Don’t buy into the longtime, false beliefs about telephone prospecting. Prospect professionally, the Smart Calling™ way, and you’ll make your calling easier, more fun, and successful.

Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing “rejection.” To get FREE weekly emailed TelE-Sales Tips click here.

Free Webcast

Success 2.0
April 27, 2010
10:00 am CDT
The Rainforest Strategy: The Planet’s Most Successful Business Model
Presented by Michael Pink

Register now!

Ziglar Recommends

Bryan Flanagan on Sales and Motivation

In this 4-CD set, Bryan Flanagan addresses sales skills as well as sales motivation. The information Bryan shares will positively impact your sales productivity, your sales results, and your enjoyment of this great profession of ours!

Only $49.95!  Order now!

Lighter Side of Selling

A young salesman, who was also an avid golfer, found himself with a few hours to spare one afternoon. He figured that if he hurried and played very fast, he could get in nine holes before he had to head home. Just as he was about to tee off, an old salesman shuffled onto the tee and asked if he could accompany the young salesman as he was golfing alone. Not being able to say no, he allowed the old salesman to join him.
To his surprise, the old salesman played fairly quickly. He didn’t hit the ball far, but plodded along consistently and didn’t waste much time. Finally, they reached the ninth fairway and the young salesman found himself with a tough shot. There was a large pine tree right in front of his ball and directly between his ball and the green. After several minutes of debating how to hit the shot, the old salesman finally said, “You know, when I was your age, I’d hit the ball right over that tree.”
With that challenge placed before him, the youngster swung hard, hit the ball up, right smack into the top of the tree trunk and it thudded back on the ground not a foot from where it had originally lain.
The old salesman offered one more comment, “Of course, when I was your age, that pine tree was only three feet tall.”

This newsletter is published by Ziglar, Inc.  Ziglar.com

admin Uncategorized attitude, closing the sale, professional growth, sales professional, strengthen skills, webcast, Zig Ziglar