Cold Calling - Tips to make it easier
Cold Calling is hated by many, loved by few but does find great opportunities for usually uncontested deals.
Why do people dislike doing it?
Is it Rejection? Is it getting a Bad Response? Is it making yourself look silly if you cannot answer a question? Is it because they are using bad Initial Benefit Statement? Or is it the thought of getting hold of Nasty people?
I believe, it is not about if people are nasty or nice, but it is all about timing. If somebody rings me when I am just about to go into a meeting, I am going to be short with them, if I have just finished a task and the phone rings I am more likely to give that person time. It is exactly the same at home in the evenings, if I am in the middle of watching a Grand Prix then if I do answer the phone at all, I am going to be short with the person, if they ring when my wife is telling me about these lovely new curtains she has seen today, I am more likely to be responsive to the caller.
Then if you have a short response if you think wrong time, instead of nasty person you will be more motivated to ring again another time.
The quality of a cold call is all to do with the quality of the Initial Benefit Statement if it is generic or does not give either precise details of cost saving or detail on how and how much your solution will improve productivity you are wasting your time and with a generic IBS you will have to talk to up to 5 times as many decision makers to make an appointment.
You can easily work out how much you earn every time you make a cold call. I.e. if you have to make 100 cold calls to get hold of 25 decision makers and for every 5 decision makers you speak to you make 1 appointment and you close 1 in 3 of your appointments and your average commission from a sale is £500. So every time you pick up the phone and make a call you have made £8.33.
The worst thing that can happen to you whilst cold calling is that somebody hangs up, and if you think about it, it is not that bad and you have earned £8.33 very quickly.
Cold Calling Tips to make it easier - To learn more about this author, visit David Acheson's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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