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Cold Calling Cold Calling: Sales Pros Eaten Alive By This
Sales professionals to be among the brightest and most creative among all professionals. Add to that abundant personality and innate skills that draw them into the profession – such as the uncanny ability to communicate and connect with people – and it is no wonder that sales professionals are highly valued by the business community as the ones to make revenue goals a reality. Having said that, many sales pros are plagued with self-defeating thoughts – personality killers—that keep them from reaching their full potential. They suffer from feelings of:
In an attempt to catch their selling rhythm they even try shooting from the hip; manipulating the prospect; and being rude to the executive assistant during cold calls. The prospect quickly notes the caller’s use of these tactics and just as quickly concludes that the caller is operating from weakness; fear; and disbelief – and does not belong in the executive suites. Any one of these “fatal three” indicates a lack of respect for the prospect and even worse a lack of self-respect. Successful sales professionals have a philosophy of life that includes the core belief that respect is the foundation of every good relationship. That includes respect for the other person and self-respect. Towards building respect, successful cold callers cultivate their abilities to:
These professionals value and practice self-control knowing it is the character trait that gives them rock-solid confidence, that they play a significant part in the outcome of each and every cold call. When successful cold callers are asked about the thoughts and feelings they experience while cold calling, they say, “I cold call with the calm confidence of the expert-knowledge I have in my field. I feel exhilaration with each opportunity to convey the tremendous value of what I have to offer. I know and am excited about the important contribution I make to client businesses. I feel incredibly valuable and worthy of respect. With each call I feel sure of myself and know that in the cold calling process there is always a next step; I know how to do the next step; and as I do these things I feel really good about myself.” ***** 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) (c) 2008 Leslie Buterin. All Rights Reserved.
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Leslie Buterin, founder Top Dog
Consulting |