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Cold Calling No. 1 Ability of Sales Pros
When audiences of sales professionals are asked, “What’s the objective of the cold call” their answers vary from:
That’s a lot to expect from a cold call that on average lasts 90-seconds or less! The old way of selling is to “know your product so you can sell it.” Now, thanks to the Huthwaithe Group, we now have thorough sales research documenting the fact that consistently high performing sales professionals never did sell that way. The thoughts driving their success are revealed in their answers to the question, “What’s the objective of the cold call.”
Then, later on down the road during implementation any “bumps in the road” are just that – bumps in the road – not catastrophic events, because of a strong committed business relationship has been established. Successful sales pros cold call for the purpose of opening new business relationships and fulfill this purpose by meeting with prospects as often as possible. They know most effective way to meet with them is to schedule appointments with cold calls. These sellers take responsibility for making sure the call goes smoothly and results in an appointment. Being profoundly solution focused these callers are determined to make the most effective use of the 90-seconds of phone time with each prospect. Knowing a meeting will be of mutual benefit these sales pros feel enthusiastically expectant as they gently yet relentlessly move the call toward an appointment. They are powerfully interested in sharing their sought after expertise with each prospect they call. Why? Because they want to open important new business relationships; and the fastest, most effective way to do that is to scheduling executive level sales calls during cold calls to prospects. ***** 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 |