“I hate cold calling'. Have you heard that line a thousand times or more in your sales career? Or how about the promise to 'never make another cold call again'. Let's not forget the ever popular 'cold calling is dead'.
Of course there are tons of books, articles, blogs tirades and debates about the death of the cold call, but there are still lots of industries where they work and lots of salespeople who are very successful because they pick up the phone and dial.
Why are some salespeople great at cold calling and others would rather get a root canal than pick up the phone? The simple reason has to do with the fear of rejection. Most people who hate cold calling feel personally rejected when their call ends in “failure”.
Salespeople Who Know How Don’t Hate Cold Calling
Salespeople who are good at cold calling and successful at starting conversations with prospects get that way because they first identify targeted prospects who they know 'can, will or may' become customers. They don't waste time with suspects who do not fit their target profile.
By targeting people you know have the potential to become customers you can start a conversation based on what you can do to help them solve a problem or fill a need. Your rejection rate will drop and you will begin more meaningful discussions with other business people.
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How to Make Better Cold Calls
Do you need help creating a more powerful opening statement to start your sales conversation? Then visit our website and download a free copy of our whitepaper Creating Your Unique Value Proposition. It's located in our Free Sales Training Download Centre.
For detailed information and step by step instructions to create a prospecting approach that will help you open more doors, check out Action Plan For Sales Success. It’s full of tips and techniques used by today’s top sales performers.
P.S. Please don't start your call with 'hi how are you today'. Nothing screams sales call worse than that over used intro. A quick 'I hope you can help me' can work wonders in your prospecting.
Aim Higher!
Robert J. Weese, B2B Sales Coach
Schedule a free sales coaching strategy session with Robert here
“When you lead a struggling sales division from the brink of closing to over $7.4 million dollars in annual sales you can be confident, Robert knows how to engage customers and build sales.”
