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If you don’t know how to make a call from scratch and build trust, it seems to make sense to rely on a letter, brochure, or e-mail to do the job. But once you learn to do cold calling the right way – with the new mindset – you’ll realize that sales letters really aren’t any help at all. Here are 4 reasons to consider making cold calls without referring to a sales letter. Related Article Tags: , , , , , ,
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. 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. Related Article Tags: , , , , , , ,
When you have skills, you know how to catch a prospect's attention, you know how to keep their attention, you know how to respond to questions and objections and you know how to ask for what you want. When you have those skills it's no longer about a "warm" call or a "cold" call, it's about communication, conversation and results. Related Article Tags: , , , , , , ,
To grow your business you need prospective clients and customers: If you don't have a customer list from which to solicit referrals, and if you also lack an advertising/marketing budget, cold-calling to a highly targeted list is the fastest route to finding high probability prospects. Learn how. Related Article Tags: , , , , , ,
Getting past call reluctance is one of the keys to successful cold calling. Understand what's causing the reluctance and work on a solution. The three main causes of cold calling reluctance are lack of a plan, attitude and fear of rejection. Related Article Tags: , , , , ,
The vast majority of salespeople do not enjoy cold-calling…yet, it is an activity that most need to do on a regular basis. Here are some steps to practice this critical discipline. Related Article Tags: , , ,
The first question asked by those who are new to selling is, "I know the company I want to prospect. Who should I contact first in that company?" Related Article Tags: , ,
New York Times Best-Seller Frank Rumbauskas explains the dark side of how companies use cold calling in an attempt to cut costs at the salesperson's expense. Related Article Tags: , , , , , ,
Lear step-by-step sales scripts have done a lot to give selling a bad name. Not because they don’t “work.” Some people who use cold calling scripts actually do make some sales. The problem is, even if you’re a good-hearted businessperson, scripts make it almost impossible for you to avoid sounding like a “salesperson.” And this is a serious problem. Because most people respond to a sales agenda with something like, “Uh oh, I’m about to be sold something. How fast can I get this person off the phone?” Related Article Tags: , , , , ,
In an informal poll of sales professionals we found that many sellers unfortunately think of cold calling as being as enjoyable as getting a vasectomy with a chain saw. Ouch! One of our clients actually said that! Now, staying with the metaphor and with a few new skills and adjustments in attitude the seller can quickly come to think of cold calling as better than sex! Related Article Tags: , ,
The moment you use the old-school cold calling approach – the traditional pitch about who you are and what you have to offer – you trigger the negative “salesperson” stereotype. And that usually means instant rejection from your prospect. The problem is with how you're selling, not what you're selling. When you start cold calling by talking about what you have to offer, you’re “pitching” yourself instead of focusing on the other person. Your voice and demeanor is full of expectation. And this creates sales pressure, which triggers resistance. Related Article Tags: , , , , ,
How often do you project your fears and insecurities onto the prospect you are calling and decide that you are doomed before you dial? It is time to change. Related Article Tags: , , , , , , ,
Every sale has a cycle. Step one is always the introduction. Step two is "getting in the door." The lessons here are basic. Know your goal. The appointment. Focus on your goal. The appointment. Ask for what you want. The appointment. Related Article Tags: , , , , , , ,
How often have you started a call to a friend, family member or business associate with the phrase, "How are you?" I'm willing to bet the answer is a lot. I know I say it frequently. It's commonly used as a greeting, as a "hello."
What happens when you’ve made a cold call and your prospect invites you to make a sales presentation? At this point, you might have a hard time creating a two-way conversation because you’re forced to go in with a canned sales pitch and try to get them to buy your solution. Here is a new cold calling approach which helps you to face such situations. Related Article Tags: , , , , ,
Why do we avoid cold calling more than any other selling activity? Because we dread the experience of rejection that it often carries. Each time we pick up the phone, we hope it will result in a sale. And so we naturally experience pain and frustration when we are rejected. Let us discuss how to take frustration out of cold calling. Related Article Tags: , , , , ,
There's a little Girl Scout on the street carrying boxes of different flavored cookies, timidly trying to knock on her neighbors' doors worried that somehow she'll be booed out and that doors would just slam shut on her face after offering her cookies for just a few cents? Such a pitiful sight eh?
Article explains why you shouln't cold call to generate sales leads. It explains that you should sell the way that the sales experts (sales consultants) sell. Related Article Tags: , , , ,
Does your staff have the right stuff to consistently win business? Beat the competition and leverage your current client relationships? Your success depends on building new business and growing your current accounts! Learn to win business and displace the competition! Stop the Free Consulting!
Let's say you're at your office and you're working away. Your phone rings and someone says, “Hello, my name's Mark. I'm with Financial Solutions. We offer a broad array of financial solutions. Do you have a few minutes?” What would go through your mind when you hear this pitch? Probably the same thing your prospects are thinking when they get a cold call from you. In other words, “How can I get this person off the phone as quickly as possible?” Related Article Tags: , , , , ,
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