Cold Calling Winning Attitude
Cold Calling Winning Attitude
An attitude of “I don’t know” vs. an attitude of “I want to get a meeting and convince you that my produce/service is the best so I can get a sale”.
If the prospect smells an attitude of you wanting to get something from them (and rest assured they will) they will be reluctant to meet. They will be concerned that you will try to “sell” them something and that they will be at the receiving end of a pitch.
This sounds so simple, but it’s extremely difficult to master. That’s why 2 people can say the exact same thing on a cold call and one will get lots of meetings and the other won’t.
Testimonials to the power of an “I don’t know” attitude:
I called a business owner twice but caught him at bad times. The third time I called within a couple of minutes he said "I think I know what you are after..."
I immediately responded by employing some of your advice. I said "I am not after anything yet. I don't even know if what I am doing for my clients would benefit you and you needs. If anything I am after a conversation to share our ideas with one another. Then we'll see if there is some foundation for discussing potential business together.”
He agreed to meet me Monday after work.
I utilized your..."at this point I realize you don't know me and I am not even sure that I can add value to your situation. However, I would like to meet with you for about 15 minutes or so, to show you what I do for other (business people) and see whether or not you would find value."
I have had good results with that.
CoachWilla
Cold Calling Winning Attitude - To learn more about this author, visit Willa Schecter's Website.
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When your attitude is “My goal is to add value but without knowing more about you I have no idea if I can. The best way to find out is to meet to see if there are any synergies” the prospect will be more inclined to meet you or at least agree to have further discussions.
An attitude of “I don’t know” vs. an attitude of “I want to get a meeting and convince you that my produce/service is the best so I can get a sale”.
If the prospect smells an attitude of you wanting to get something from them (and rest assured they will) they will be reluctant to meet. They will be concerned that you will try to “sell” them something and that they will be at the receiving end of a pitch.
This sounds so simple, but it’s extremely difficult to master. That’s why 2 people can say the exact same thing on a cold call and one will get lots of meetings and the other won’t.
Testimonials to the power of an “I don’t know” attitude:
I called a business owner twice but caught him at bad times. The third time I called within a couple of minutes he said "I think I know what you are after..."
I immediately responded by employing some of your advice. I said "I am not after anything yet. I don't even know if what I am doing for my clients would benefit you and you needs. If anything I am after a conversation to share our ideas with one another. Then we'll see if there is some foundation for discussing potential business together.”
He agreed to meet me Monday after work.
I utilized your..."at this point I realize you don't know me and I am not even sure that I can add value to your situation. However, I would like to meet with you for about 15 minutes or so, to show you what I do for other (business people) and see whether or not you would find value."
I have had good results with that.
CoachWilla
Cold Calling Winning Attitude - To learn more about this author, visit Willa Schecter's Website.
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Michel NerayMichel Neray has over 25 years of experience as an award-winning copywriter, an Internet pioneer, a tradeshow pitchman and a senior sales and marketing executive. An online pioneer, he was one of the first marketing professionals to embrace the Internet by building websites as early as 1993. In 1994, Michel co-authored a book entitled "The Great Crossover: Personal Confidence in the Age of the Microchip", which made it to Jack Canfield's Achiever's Recommended Reading List. Michel founded Portfolios.com in 1995, the world's first online source directory for creative professionals and one of the first websites based on community generated content. Since creating The Essential Message in 2003, Michel has helped thousands of independent professionals and entrepreneurs as well as growing corporations find a better way to differentiate, position and brand themselves. In 2005, his chapter "Everything Starts With A Conversation" was selected as the lead for the book, "Sales Gurus Speak Out" and re-published in 2008 for 'Awakening The Workplace Volume 3'. He is also a co-author of "In the Company of Leaders" (2008) with 40 top North American leadership experts. - Visit Michel Neray's Website |
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 Willa Schecter (Visit Willa's Website) With over 20 years experience in Sales, Sales Training, and Sales Coaching, Willa brings with her comprehensive, hands on understanding of the Sales Process. She created and facilitated a sales workshop for a major Canadian bank, delivering it to over 1,000 employees across Canada over a two-year period. Willa created and executed an in-field coaching model to support the banking associates in incorporating the workshop learnings into their day-to-day work life. She consistently ranked in the top 5% of the national sales force for AT&T, and recruited and managed a sales force, which grew revenues over 300% for a mid-sized Trade Show company. Willa is a graduate of The Coaches Training Institute, one of the three accredited coach training schools in Canada, and is in the process of completing her post-graduate accreditation. Willa sat on the Board of Directors of The International Coach Federation Toronto chapter for 7 years.
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