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Cold Calling

Cold Calling: Tiny Tactic with Huge Impact
By Leslie Buterin
www.ColdCallingExecutives.com

Executive Assistants report that many sellers unwittingly, nonetheless effectively, keep themselves out of the executive suites without saying one single word.

Imagine if you will a sales pro in transit with a cell phone in hand; a running dialog with a colleague; responding to the attendant’s questions crackling through the squawk box in McDonald’s Drive Thru line. Our imaginary seller only registers a telephone connection has been made when a voice on the other end of the cell phone,

“This is Mary.” The caller thinks, “woo-HOO! I got a live one instead of voice mail – let’s get this conversation rolling!”

Mary, on the other hand, already has all the information she needs to confirm her conclusion, “This caller does not belong in the executive suites.” The distracting ambient sounds in the not-so-distant background this tells the executive assistant that the caller does not have the habits of highly effective decision makers.

Clearly the caller’s attention is divided; attention is spread out among low to no pay-off activities; which in turn makes it easy for the assistant to quickly relegate the caller to a lower level or say, “We’re not interested” before they having any idea what the caller is selling.

Successful cold callers are keenly aware of how the assistant thinks about the not-so-savvy-callers:

“I’m nothing more than a dial on that person’s to-do list.”
“The impact is disrespectful and uncaring – contrary to how we do business.”
“Clearly the caller’s attention is divided. Here, we value laser-like focus.”

Successful cold callers know how those at the executive levels think about time; where and with whom they choose to spend it. Executives and their assistants:

Give undivided attention to high leverage activities.
Make certain their meetings pay-off exponentially more than the value of their time invested.
Assign low-level activities to low-levels of the organization

Successful sellers are mindful of ambient sounds and how sounds impact their own state of mind as well as the mind of the prospect and

Quickly convey energetic readiness and confident expectation to schedule an executive-level appointment.
Feel as though each call is from one expert to another.

Establish a sense of “belonging” with their confident, easy breathing as well as crystal clarity of mind and speech.

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Forward this article to friends. They will thank you for it!

For your mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit www.ColdCallingExecutives.com or call New Business Development Coach, Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time)

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Leslie Buterin, founder Top Dog Consulting
511 NW Ashurst Court Suite 103A Lee's Summit, MO 64081
Phone: 1 (816) 554-3674 Fax: 1 (816) 554-3674

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