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Cold Calling Cold Callers Do Not Let This Stop You Cold
Sales people are an unusually intelligent group of professionals. By nature we are high achievers. We value excellence and expect to be well compensated for our high level of skill. You know what drives us nuts? Being on a hot trail of pursuit of a prospect only to be stopped cold by something as seemingly innocent as - a telephone. So, how is it that a lump of plastic, some wires, and a few computer chips can strike our hearts with terror; fill us with fear; and paralyze our brains? Here is what happens. Our minds search for a rational explanation of this seemingly irrational fear that drives us bonkers. Since we do not know where this fear comes from, and since we are consumed with a desperate desire to find an explanation, use that explanation to break free of fear, and to get moving forward again - we make up reasons for our lack of action. Sellers have vivid imaginations and with a lack of tools to work through this kind of problem we use our imagination to fill-in-the-blanks. From there it is easy to come to the wrong conclusion that our hatred, even loathing of cold call prospecting is really procrastination or lack of organization in disguise. Now, hear this. Sales professionals are neither lazy nor fond of procrastination. We thrive on action. We are even accused of being adrenaline junkies. We are not the least bit interested in sitting around and beating ourselves up. We know that when we find the right words to say, we are unstoppable, and the sky is the limit. The simple fact is if you keep experiencing rejection you will learn to hate cold calling. You will procrastinate and do anything and everything to avoid the phones altogether. Eventually, you will get down on yourself for feeling this way because it is in conflict with your nature and your desire – to excel. If you experience a fear of cold calling, this will encourage you. All great cold callers at one time or another hated, despised, and/or literally could not stomach cold calling. So, if this is where you are today, know you are in good company. Fear of, hatred of, and loathing of cold calling pretty much boils down to this: Sales professional who are oh-so-comfortable when talking to prospects face-to-face are surprised and confounded when they hit the phones and experience rejection. Be sure to read every word of the next paragraph, think about the value of the thought, and make sure you apply this truth to the experiences you have with cold call prospecting. When you move from face-time to phone-time you are operating without visual cues and left to rely on words alone. Think about calling as though you are talking with someone face-to-face and suddenly someone covers your eyes with their hands. Put this kind blind fold on anyone and they will feel disoriented. Fear of cold calling stems from feeling disoriented, no more, no less. You simply need to learn the questions to ask and the words to say that will help you “see” what you are hearing on the phone. Learn those words and you will be thrilled with the results. You will be able to conduct cold calls that result in scheduling a face-to-face sales call with you prospects. You will find yourself equally skilled in both selling arenas – one with, the other without a blindfold. The great news is that as a sales professional you are gifted with an ability to use words. You will be relieved and astounded to realize you are as accomplished on the phones as you are when selling in person. ***** 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 |