Susan Finch’s Post

Transcript

The prospect is afraid of whom? You, the caller. Why? Because you're an invisible stranger, The worst thing in all of history and prehistory. You are an example in the real time ambushing of a person from across the river who doesn't dress right, eats the wrong food, puts a bone in their nose instead of their ears, now showed up in the middle of the night. That's why you're invisible on the phone. You're always invisible. Do we have a choice? No phone. Let's just, oh, just throw video conference requests. That people. No, they won't take them. Let's just go see them in person. Well, there's efficiency issues, yes. Maybe if they're concentrated in some Geo, we could go to events. There's a lot of things we can do. But the phone is amazing because the phone brings the human voice directly into the midbrain of another person and you get the run divided attention. So if you want to use the efficiency of the phone to go with its effectiveness because it carries the human voice, you have to accept the role of the ambusher. The invisible stranger. Therefore the other party is going to start fear of you. Are they going to admit that fear? Of course not. Nobody goes around telling people what they're afraid of when they don't know them yet. But the fear is there. Be confident. What do you do? You're trying to turn that fear into trust. How? Show them that you see the world through their eyes. And then make it clear that you are competent to solve a problem they have right now. What's the problem they have right now? You are the problem. You're the ambusher. Great. You can control that problem by offering to go away in exchange for them listening to you make that offer. Do it in the right voice. You've solved 95% of the problem of starting a relationship in sales or in business in general, because they will now trust you. How long do you have to do it? 7 seconds. OK. From there on the emotional journey is pretty simple. You go from trust to curiosity, not to an appreciation of value, as curiosity is an emotion that supports doing something. We didn't expect to do. That's why it kills cats. Curiosity doesn't kill cats because the cat does what it expected to do. It's, I don't know, the cat impulsively does something it didn't expect to do. And maybe that's something involves, I don't know, something terrible. I'm not going to describe the killing of cats, even though people are always talking about more than one way to skin a cat, which I think is really highly inappropriate. So here we are with maybe managed to get the emotional journey of the prospect all the way to curiosity. From curiosity, it's a short hop to commitment to take a meeting. But guess what, we already achieved our goal which is.