Has cold-calling ever worked for you?

Guest post by: Trent Leyshan
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Find fear before it finds you - By Trent Leyshan

I have made thousands of cold-calls both face and phone over the years, more so in the early part of my career.

One of my first jobs was selling life insurance door-to-door in the western suburbs. I didn't really enjoy this experience, however I learned about the power of sales-process and overcoming rejection, which put me in good stead for later in life.

I then worked spruiking at shopping centres and tradeshows armed only with cleaning products, a microphone, and the sound of my own voice to keep me company - this was cold-contact selling, but with leverage from marketing via television.

In one of my businesses prior to BOOM Sales!we created one of Australia's largest web marketing companies, using a combination of outbound telemarketing and other lead generation activities. We had in-bound and outbound telemarketing that was supported with process and a sales team.

We had search engine marketing and backward links driving in-bound enquiries, and although these types of in-bound calls are considered warm, they need to be treated with the same support and process as a cold-call.

Many salespeople make the mistake of treating in-bound calls as easy wins or a guaranteed sale. However, my experience suggests you need to engage customers in the same way, don't skip steps in y0ur sales-process, and never assume they have buy-in just because they called you, as they may also have called three of your competitors.

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Free PDF Download
Find fear before it finds you - By Trent Leyshan

About the Author: Trent Leyshan

RSS for Trent's articles - Visit Trent's website

Trent Leyshan is founder, CEO of BOOM!

A leading international sales training company that specialises in the development of inspirational sales cultures, leaders and salespeople.

Early in his career Trent was head tradeshow spruiker and sales manager for Australia's most flamboyant TV salesman, Big Kev.

He has since driven two of his own companies from lounge room operations into market leaders. And led sales teams in leading new media and advertising agencies.

Trent is a sought after expert and facilitator on sales performance and strategy. He is the Author of sales book, The Naked Salesman: How to walk the talk and sell your way to success!

BOOM! develops sales training strategies and delivers inspiring learning experiences for some of the world's most successful and demanding sales driven organisations. Empowering them with modern skills and tools to effectively engage with customers and build stronger and more valuable relationships.

Click here to visit Trent's website.

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