What Do You Do When The Receptionist Cannot Transfer You Without A Contact Name?
Posted on February 29, 2008 - Filed Under Business | Leave a Comment
Successful cold calls always begin when you know the name of your sales prospect before you intend to contact them. What do you do when you don’t have the correct contact name of your sales prospect? Your first response is to ask the receptionist, no? Though, if you ask the receptionist for a name then that instantly spells out “I’m a salesperson” to them and they will not give you the information. So in many cases, you will hear them say, “If you have no name we cannot transfer your call.” Has this ever happened to you?
Read More..>>4 Key Reasons To Surrender Your Cold Calling Agenda
Posted on February 12, 2008 - Filed Under Business | Leave a Comment
If you follow the old traditional cold calling approach, as soon as you dial the telephone your focus is on acquiring a sale. And you’re probably using different techniques and strategies to guide your conversation towards that goal.
But I’m suggesting that you should consider releasing your sales agenda entirely when you make your cold calls. Why? Because whenever you focus on getting the sale, you inadvertently trigger resistance from the other person.
You see, when you have a sales agenda, others feel pressured by your expectations. And whenever pressure is felt, people naturally become wary and defensive. Because it’s just human nature to resist pressure.
Read More..>>Trust Is Better Than Selling In Cold Calling
Posted on February 9, 2008 - Filed Under Business | Leave a Comment
I’d like to introduce you to a radical new thought. In the old sales mindset, you’ve probably been trained to focus only on making the sale. You approach your cold calls with the idea of moving things towards a sales event.
But think about what this does to your cold calls. Before you even say “hello,” basically then, you have an agenda. You want something.
Well, your prospects can sense this immediately, and they put up their guard. As people, whenever we know that someone wants something from us, we automatically move into a defensive place. You probably do, too, if you’re talking with someone who has an agenda.
Read More..>>In Shallow Waters Dragons Are The Sport Of Shrimp!
Posted on January 28, 2008 - Filed Under Business | Leave a Comment
If you’re a salesperson or a marketer, there is a fundamental question you need to answer that is probably never broached in business school or at most workplaces:
“Whom Do You Want to Serve?”
Maybe it was in a Bob Dylan lyric that I heard the phrase, “You gotta serve somebody!” and isn’t that the truth? But we cannot serve everybody, nor should we try.
And my point is this: We shouldn’t leave whom we serve to chance or to tradition or to others to decide for us.
We need to do some soul searching to figure this out on our own.
Read More..>>The Million Dollar Cold Call
Posted on December 25, 2007 - Filed Under Business | Leave a Comment
People seem to get a thrill turning up their noses at folks who sell by telephone for a living.
But let me say, if they’re well trained and compensated properly, they’re worth their weight in gold.
I’ll give you an example or two.
My former insurance agent, who retired blissfully to the golf course a few years ago, had a sales support person who was simply dynamite. She would not only handle all of the inbound business, such as rating policies, adding and changing policy terms, and channeling claims, but she was a remarkable dialer-and-smiler.
Read More..>>