|
|
Like this article? PLEASE +1 it! |  |
|
The "Cold Call Presentations" Myth
Written by: Virden ThorntonArticle Overview: Sales professionals, new to selling or business development, might view the opportunity to make a presentation on the spot as a positive event, especially when they learn how hard it is to set a steady stream of appointments to make their presentation. But this perceived opportunity is far from the best time to make a sales presentation, because they rarely can command a decision-maker's full attention.
 |
Free Download - The "Cold Call Presentations" Myth By Virden Thornton |
The "Cold Call Presentations" Myth
Sales professionals, new to selling or business development, might view the opportunity to make a presentation on the spot as a positive event, especially when they learn how hard it is to set a steady stream of appointments to make their presentation. But this perceived opportunity is far from the best time to make a sales presentation, because they rarely can command a decision-maker's full attention.
Most prospects are busy with other business or personal activities before your representative walks through the door, so the prospect's mind is rarely on what is being discussed in an on the spot sales presentation. When a sales staff member sets an appointment rather than giving a presentation and then effectively softens the prospect with hand written notes, sales literature, emails or faxes before the sales meeting takes place, a positive tone is set with the prospect for the time that will be spent in the presentation. Some top sales professionals believe if they can set an appointment, they are 90 percent of the way to closing the sale. This belief is based in the concept that if a decision-maker sets an appointment with a sales representative, there is a good chance that there is a need for what is being sold.
Rather than encouraging cold call presentations, set a policy for your staff that encourages them to set meeting times for a presentation on cold calls. You're staff members will be much better off in the selling process by setting appointments, even if the prospective customer or client is willing to learn more about your products or services on the spot.
Why You Hate Cold Calling But Shouldn’t: The Common Myths Exposed and Truths Uncovered
The Surprising Truth about Cold Calling
What approach should I take when cold calling?
\"Cold Calling Is Dead! \"Is A Lie
When Cold Calls Become a "Dog and Pony Show"
Article Tags: best time, cold call, cold calls, decision maker, faxes, full attention, giving a presentation, good chance, meeting times, personal activities, positive tone, prospective customer, sales literature, sales presentation, sales professionals, sales representative, sales staff, staff member, staff members, steady stream
|
About the Author: Virden Thornton RSS for Virden's articles - Visit Virden's website  Click here to visit Virden's website   ClicheLadened Presentations The Canned Sales Pitch Myth Your Extended Shadow And Successful Sales Management The Sales Goals Motivate Myth Turn Inquiries Into Solid Sales |
Related Forum Posts
Is The E-Myth The Ultimate Franchise Guide?
- Ever since the E-Myth made its way through to becoming one of the most popular books for entrepreneurs, the number of small business owners who have come to me discussing franchising has exploded.
Is the E-Myth the reason why so many companies are now looking at franchising their business model?
Are there any other resources you can suggest for new franchise owners or people considering it as an option?
E-Myth? What's That?
- I second FranchiseBrief...
What's the E-Myth? I've never heard of it, although I feel stupid saying so.
Any insight available?
Franchise Models
- There's a really interesting book about franchise models.
Written by Michael Gerber, 'The E-Myth' is all about setting up an individual business and creating it in a franchise mold which will enable it's success.
Definitely worth a read.
Re: Cold Calling
- Cold calling is an extremely difficult job to do and unless one learns that being told no by people is not a direct refusal aimed at the cold caller but at whatever is being sold, it can be very soul destroying work to do. One needs to have absolute confidence in themselves and a pretty thick skin.
MichelleJ
A Simple Test
- I have no franchise, I've got to say this upfront, but, using the 'The E-Myth Revisited' principle as well as a self-taught measure I used for myself and have taught others since.
Is it capable of working just as well, if not better if you are not there? If this isn't possible, what tweaks need to happen to make this so?
That, I believe, is what might make it franchisable (as well as all the technical stuff that's been said before).
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
February 2012 Top 100 Leadership Experts to Follow on Twitter
Please Stop Calling it Coaching!
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
10 Golden rules to survive the Global Crisis
Smart & Simple Internet Techniques
Reverse Mentoring
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.