LEARN TO ENJOY COLD CALLINGBY EXPLODING THE 10 OLD MYTHS
MYTH # 1: COLD CALLING IS A NUMBERS GAMEReality: Sales is only a numbers game when all you know istraditional cold calling. Yes, you can call people over and over;chase them until they listen to you so that you just go away.However there is a better - easier method of building trust andgetting your product or service message across - all on one call.Think quality over quantity - simply by changing your salesapproach youll make FEWER CALLS and MORE SALES.
MYTH # 2: WITH EVERY ‘NO’ YOU GET, YOU ARE GETTING CLOSER TO A ‘YES’Reality: You will never be close to a yes unless you are doing theexact thing required and doing it right. The preceding ‘no’ cannever guarantee you yes’. Practice does make you better at whatyou are doing but only if you have the passion and willingness tolearn. So remember you do not have to go through the No’sbefore encountering a Yes.
MYTH # 3: YOU HAVE TO BE A GREAT SALES PERSON TO BE ABLE TO GET GOOD RESULTS ON COLD CALLING.Reality: Not at all. The best people are normally those whonaturally are courteous, professional and strive to take an interestin the prospect. Prospects are now much more aware of the‘sales tactics’ used by over polished sales people. So beingyourself and remembering to focus on finding out about theprospect not flogging what you have will open doors for you!
MYTH # 4: UNDERESTIMATE THE GATEKEEPER AND DO NOT GIVE THEM ANY INFORMATIONReality: Anyone you interact with over the phone may be aprospect or an influencer to the decision maker. He may even bethe decision maker in disguise trying to extract the truth;therefore, do not take the gatekeeper lightly. Treat them withrespect but remember not to give too much away - save it for theright person.
MYTH # 5: GIVE-UP ON A PROSPECT AFTER 4 ATTEMPTSReality: If your prospect suits the criteria of one you want to dobusiness with, never give up! Phoning back when you say you willhelps build trust and credibility. Unless a prospect asks you to nolonger call them then continuing to call should not prove aproblem. Remember to be professional at all times.The saying ‘opportunity is never lost it simply passes to the nextperson’ is so true. So if you can’t be bothered to call back – guesswhat you’re competitor won’t forget!
MYTH # 6: USING SCRIPTS IS EFFICIENT IN GRABBING PROSPECTS ATTENTIONReality: People can tell when youre reading from a script, even ifyou think youre pretty good at it and getting away with it. Theresnothing personal about it and people can pick that up. Beingartificial just puts you into the typical "Salesperson" category. Ifyou can learn to get your message across in a different way, youlleliminate the negative triggers that can lose your sale withinseconds
MYTH # 7: COLD CALLING IS JUST FOR THE INITIAL STAGES FOR THE BUSINESSReality: A business’s main purpose is to generate maximumprofit. Why say no to a business opportunity when telesales is aguaranteed source for bringing in prospects. Cold calling shouldnever be eliminated, it should form part of your strategic salesplan.
MYTH #8: OPEN THE PHONE BOOK, MAKE CALLS…..Reality: Random calls made to random companies will not resultin business. Research your calls, make sure you are talking toyour target audience. Understand your sector and how you canadd value and benefit to whoever you are calling.
MYTH #9: CLOSING THE SALE IS THE END RESULTReality: The goal of a sales person should not be just aboutclosing a deal. Instead, you should focus on determining if youand your prospect are the right fit. By focusing on this, you canalleviate the problems and develop trust and natural dialogue.Your prospect will develop confidence in you and a businessrelationship will start to emerge..
MYTH #10: COLD CALLING IS DEADReality: Cold calling today is direct, targeted and above all it’s acommunication skill. Those who disparage cold calling are totallymissing the point. The bottom line is that no matter where you finda lead, whether from networking or a referral (or even if someonecalls you) at some point you will need to speak with that prospecton the telephone and if you are not able to communicate thevalue of the product or service that you represent, you wont getthe customer.
MY FINAL NOTES•Be clever - do not fall for the myths about telesales and cold calling.•Be a smart cold caller and pilot your own career; once you let go ofthese myths, you will eventually master the art of cold calling. Withinno time you will willingly want to use cold calling alongside otherprospect methods.•After all, a cold call is equivalent to meeting a stranger in person orattending a networking meeting and developing a mutually beneficialrelationship