| The vast majority of salespeople do not
| |
| | 4. Assume your voice mail messages will
|
| enjoy cold-calling. Yet, at the same
| |
| | never be returned.
|
| time, it is an activity that most need to
| |
| | 5. Always call one level higher in an
|
| do on a regular basis. The biggest reason
| |
| | organization than you believe is
|
| sales professionals are not more
| |
| | necessary.
|
| successful in this necessary endeavor is
| |
| | 6. Be confident and competent.
|
| the defense that they have other things
| |
| | 7. Phone calls placed before 8:30 AM are
|
| to do. However, nothing will overcome
| |
| | the most likely to be answered by the
|
| this excuse faster than being held
| |
| | person you're trying to reach.
|
| accountable for making a set number of
| |
| | 8. Respect the gate-keeper by treating
|
| cold calls each day, each week, or each
| |
| | them in the same manner you would treat
|
| month.
| |
| | the prospect.
|
| As much as people would like to believe
| |
| | 9. Prospecting calls on Monday mornings
|
| there is a secret formula for being
| |
| | and Friday afternoons will have the worst
|
| successful at cold-calling, the only
| |
| | results.
|
| valid one is being disciplined enough to
| |
| | 10. Prospecting on "semi-holidays" and
|
| do it. When people avoid cold-calling,
| |
| | inclement weather days will get a higher
|
| they are generally telling themselves
| |
| | response.
|
| that either they don't know enough about
| |
| | 11. Make it your goal to earn the right,
|
| what they're selling or they don't
| |
| | privilege, and honor to talk to the
|
| believe the outcome will be successful.
| |
| | person again.
|
| For this simple reason, it is necessary
| |
| | 12. Believe in what you're selling and
|
| to be confident in yourself and what you
| |
| | the benefits that the prospect will
|
| are selling.
| |
| | receive from your products/services.
|
| The following may be beneficial as you
| |
| | 13. Believe in yourself and your
|
| begin to practice this critical
| |
| | professionalism.
|
| discipline.
| |
| | 14. Anytime is a good time to make a
|
| 1. Have a dedicated time each day to
| |
| | call; don't wait for the "perfect" time.
|
| prospect.
| |
| | By practicing and persevering, both your
|
| 2. Know the reason for calling before you
| |
| | skills and confidence will improve.
|
| call: customer benefits, not product
| |
| | Furthermore, making yourself accountable
|
| features.
| |
| | will help you turn your excuses into
|
| 3. Leave short voice mail messages.
| |
| | successful sales.
|
