Sales-Masters-Global

Question:

What is the best way I can assist a sales rep who is suffering from severe cold call reluctance?

Additionally, this woman was a top producing inside and outside sales professional just a few years ago. Today, she seems like she would rather do almost anything but make appointment calls…which is the primary responsibility of anyone in her role.

Best answer:

Answer by Douce et belle
The secret word here is Planning & Planning ..
she needs to do proper planning before the call and collect a lot of information about the company and the person.
try this site , it may help

http://www.whillsgroup.com/insights/articles/sales-call-planning-what-to-know-before-every-sales-call

What do you think? Answer below!

Question:

What’s the best way to stop annoying telemarketing cold calls?

I tell them not to bother me again, but of course they do. Has anyone got a final solution to eliminate these pests from my life? Thanks.

Best answer:

Answer by Shannon D
there is a do not call list that you can sign up for

Add your own answer in the comments!

How to Genuinely Enjoy Cold Calling

How to Genuinely Enjoy Cold Calling

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Home Page > Business > How to Genuinely Enjoy Cold Calling

How to Genuinely Enjoy Cold Calling

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Posted: Nov 03, 2007 |Comments: 0

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How to Genuinely Enjoy Cold Calling

By: Ari Galper

About the Author

Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com

(ArticlesBase SC #250912)

Article Source: http://www.articlesbase.com/ – How to Genuinely Enjoy Cold Calling

Five perspectives that will (honestly!) create enjoyment in your cold calling

Most of us dread our days of making cold calls. We take a deep breath, pump ourselves up, and prepare to talk with a perfect stranger. Is there any wonder a gray cloud sometimes hangs over our desk?

It really doesn’t have to be this way. Cold calling can be an interesting, intriguing, fulfilling adventure.

Here are five perspectives that will give you an entirely new outlook on cold calling. When you apply these new perspectives, cold calling can actually be enjoyable. It can become personally fulfilling as well as financially rewarding.

1. Focus on Helping the Other Person

It’s against our nature as human beings to create an uncomfortable situation with another person. That’s the core reason many of us get that knot in our stomach when we start dialing a cold call.

When we’re only focused on making the sale, this is not a natural meeting place for both people. We want the sale, but the other person usually wants us to go away. Being intrusive is not the finest of character traits, and on some level we know it.

So how can we feel good about cold calling? We change our mindset from getting the sale into being helpful. We look at cold calling as an opportunity to assist.

How can we possibly feel uncomfortable doing that? Helping people is one of the best character traits we possess.

When cold calling is aligned with our very best way of being, it becomes an adventure. We truly want to help people. We feel very good about this, and it shows in our voice. People hear it. And their response will surprise you.

2. Be Honest and Truthful

You’re in a very good place when you choose to be truthful in your cold calling. If you’re not trying to fool anyone, you naturally feel better about making the call. You know that you’re trustworthy. And people respond to you in a positive way.

When you approach a potential client with integrity and common sense, you’re more personable and less tense. Being fully honest is one of your better attributes. And it gives you an opportunity to enjoy the interaction rather than being artificial or manipulative.

People do seem to have a sixth sense about integrity. When they feel you can be trusted, you can truly shine as a person as well as a potential supplier.

3. Be Yourself

Engage people in natural conversation. The more natural you are, the more comfortable you will feel. This makes the other person feel more comfortable as well.

Avoid playing a role, especially reading from a script. Most people can tell when you’re using a script. There’s nothing personal about it, and they pick up on that.

Being artificial puts you in the “typical salesperson” category, which is exactly the role most of us detest. It doesn’t feel authentic. And unless you’re a born actor, it makes you feel skittish about cold calling.

Give yourself permission to follow the rhythm of natural interaction. Allow the conversation to “breathe.” Let it be the kind of conversation you would have with a friend.

Practice this and it can turn your cold calls into pleasant conversations. And you may actually look forward to meeting that new person the next time you pick up the phone.

4. Get into the Other Person’s World

Shift your mindset away from what you have to offer and focus instead on what their problem is.

So many of us have been trained think about our services and products, that we don’t think about the client’s point of view. We aren’t really interested in their issues and how we can help solve them.

Be interested in their world and their challenges. You’ll find this intriguing. Most of us have a natural flair for problem solving. We enjoy “fixing things. “So find out what’s going on with the person you’re talking to.

Make sure the solution you have really does “fix it. “Get rid of any hidden agendas and truly listen. Let them know you’re interested in them and their world.

Move outside your own sales agenda to focus on the needs of others. This makes you a better human being and helps you leap past the fear of cold calling.

5. Let Go of Expectations

Never assume anything beforehand. Allow the conversation to be one of exploration and discovery. Stay focused on the dialogue instead of any private agenda.

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Determine whether it makes sense to continue the conversation by truly listening. Never presume your prospect should buy what you have to offer, even when it seems they’re a perfect fit.

You are not calling to create a situation that is focused on your personal gain, but on helping the other person. Simply have a conversation to explore whether you can help them in some way. This takes pressure off both of you. You’ll be more relaxed and they’ll be more honest about where they stand.

Believe me, once you start applying these perspectives it will transform your day-to-day work life. Instead of dreading cold calling, you’ll anticipate the adventure of creating a situation where everybody wins.

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Ari Galper -
About the Author:

Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com

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cold call, cold calling, sales training, phone selling, phone prospecting, sales prospecting, sales scripts, telesales, telemarketing, mortgage selling, mortgage cold calling, insurance sales, insurance selling, sales techniques

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Trust is Better Than Selling in Cold Calling

Trust is Better Than Selling in Cold Calling

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Home Page > Business > Trust is Better Than Selling in Cold Calling

Trust is Better Than Selling in Cold Calling

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Trust is Better Than Selling in Cold Calling

By: Ari Galper

About the Author

Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit www.UnlockTheGame.com

(ArticlesBase SC #257901)

Article Source: http://www.articlesbase.com/ – Trust is Better Than Selling in Cold Calling

I’d like to introduce you to a radical new thought. In the old sales mindset, you’ve probably been trained to focus only on making the sale. You approach your cold calls with the idea of moving things towards a sales event.

But think about what this does to your cold calls. Before you even say “hello,” basically then, you have an agenda. You want something.

Well, your prospects can sense this immediately, and they put up their guard. As people, whenever we know that someone wants something from us, we automatically move into a defensive place. You probably do, too, if you’re talking with someone who has an agenda.

Can you see that your sales focus actually destroys the possibility for a genuine, trusting conversation? Because it’s focused on yourself – your desire for a sale – and not on the other person.

Salesmanship vs. Relationship

So it’s time to re-think the way you approach cold calls. When your strategy is to make a sale, then you’re someone who has to be “watched.” You’re not weighing what’s important to the other person. And so to them, you can’t be trusted.

It’s much better to build trusting relationship into your cold calling process. When the other person feels that you’re relating to them from this place, there’s no need to be suspicious and defensive. There can be a pleasant, productive, truthful dialogue about whether what you’re offering makes sense for them.

So, really, it’s about trust and relationship. Why? Because when given the choice, people always prefer to do business with someone they can trust.

Here are two fundamental shifts you’ll need to make if you want to move away from the old “sale-focused” mindset.

1. Release the Need for Control

Whenever you’re trying to control the outcome of your cold call, you’re not allowing the conversation to have a natural rhythm and flow. You’re trying to maneuver things in a certain direction.

So you’re not building relationship, you’re trying to build sales. You’re focused on things like getting information, finding the decision maker, scheduling an appointment, or closing the sale.

And all of this sets off “alarms” for the other person. Prospects can sense that this kind of interaction is somewhat of an impersonal, pre-ordained process. They know it really hasn’t much to do with them.

So how can you to shift into something more positive? You begin by consciously surrendering to the outcome of your cold call. When you do this, you’re no longer trying to manage things. You can be relaxed and helpful.

This is subtly but powerfully felt by the other person. When they recognize you’re not “pushing” for a certain outcome, there’s an opportunity for mutual exploration, and you can be viewed as someone who’s trustworthy.

2. Focus on the Other Person

When you start your cold calls by talking about your product or service, most people “shut down” right away. You’re talking to someone who doesn’t know you, and you’re trying to get them to step into your world.

Instead, try stepping into their world. Think about what matters to them. Put yourself in their shoes.

The best way to do this is to think about what kinds of problems they may be having. For example, let’s say you provide invoice management systems. You might start with something like, “I’m just calling to see if you’d be open to exploring new ways to solve revenue loss from unpaid invoices.”

Now you’ve started your cold call by focusing on the other person’s issue right away. You’re not talking about yourself. You’re “tuned into” their problems and difficulties. This feels really good to them, and you’ll more likely share an open, trusting conversation.

When you don’t have strategies and “pitches” built into your cold calling agenda, you can be a real person talking to another real person. Now there’s an opportunity explore together in a more trusting way whether what you’re providing is a fit for them. And the difference will astonish you.

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