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Cold Calling Cold Calling: THE Rule
Sales trainers and sales executives used to advise sellers to control each aspect of the cold call. Not only is that an unpalatable statement but the phrasing raises a considerable amount of resistance from sales professionals. Here are comments raised by sale pros who are exposed to that kind of teaching:
Successful cold callers have a kinder, gentler approach to cold calls. For these sales pros, although they do stay in control, self-control is what receives their extremely focused attention. These sellers:
The secrets of self-control for these successful sellers are in their mindset and command of questions. They respectfully use open-ended; close-ended; and alternative of choice questions to provide structure for the call and to make the most effective use of the limited amount of talk time they have with each prospect. During each brief cold call these sales pros are extremely focused on communicating the information that is important to the prospect. Feeling powerful sense of purpose the caller confidently states his or her name; phone number; what’s in it for the exec to meet and to schedule an appointment. To accomplish so much in so little time the seller must practice self-control. These super-smart callers feel an intriguing interest in letting the prospect know the caller speaks the language of the executive suites. Motivated by respect these successful cold callers guide each call so the prospect does not have to do all of the work! ***** 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 |