In the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best!
This really doesn’t work very well in building a business relationship (or any other relationship, for that matter). This is done best by stepping into the world of the other […]
Most people who still use the traditional cold calling mindset look at voicemail as a dead end. They say to themselves, “Oh well, I may as well leave a message and hope he calls me back.”
This almost never happens, and we know it. But we’re often so relieved not to have to talk with someone, […]
Most of us really dislike cold calling. It’s probably the most dreaded of all sales activity, and causes the most rejection.
But there are wonderful ways to think differently about cold calling. We can eliminate the negative experience that’s typical for both caller and receiver simply by changing our mindset. When we begin to think […]
How can we make cold calls “work” when we’re talking to someone we haven’t met, about something they may not need? Well, it’s really simple. First we look at how to relate to them rather than hoping they’ll relate to us and our solution.
When we approach cold calling with a question about what their […]
Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. We’re real people talking about real things. We’re interested in the conversation, and it shows.
Most of us dislike putting on our “salesperson persona” when […]
Our thoughts are always at the basis of our behaviors. If our thoughts are fixed on the goal of making a sale, then we’re not really being forthright. We’re not focused on the conversation or the truth of a situation. We’re chasing people — or at least chasing the sale.
Here are 5 important steps […]
Can’t you tell when somebody wants something from you? I certainly can. And it usually feels inconvenient and intrusive.
So you can understand, then, why potential clients will often run for cover when your cold call is only about “making the sale.”
You probably never tell potential clients your real goal in calling them, but you don’t need to. They’re already aware, because we’re all sensitive when the phone rings and it turns out to be someone we don’t know.
In the old traditional training, we learned the latest techniques for making a sale. We talk to […]
Stop your expectations from sabotaging cold calls
Sales pressure is a mighty saboteur. And it comes in all shapes, sizes, and flavors. Beginning any conversation with the anticipation of a sale puts the whole conversation under pressure. This doesn’t normally create good outcomes. It usually triggers pressure, resistance, and tension.
People have received so many […]
From the traditional point of view, cold calling conversations should constantly lead towards making sale. We’ve been given only one path to follow, and that’s getting a “yes.”
This is why our language and energy feels stilted. We aren’t being genuine, and we aren’t inviting the other person to tell us the truth about where they […]
The moment you use the old-school cold calling approach the traditional pitch about who you are and what you have to offer, you trigger the negative “salesperson” stereotype. And that usually means instant rejection from your prospect.
The problem is with how you’re selling, not what you’re selling. When you start cold calling by talking about […]
Today, it seems more important than ever that we make the most of our business communication. And when we’re selling, using voice mail is one of our most important tools.
By avoiding these 7-Deadly Sins of Voice Mail, you’re giving yourself a much better chance of having your phone call returned by your […]
While certain companies may find a receptionist more than enough to answer the phone, other companies may require significantly extensive call management. Any company that finds its phones ringing off the hook may want to consider hiring external call centers to handle their incoming as well as their outgoing calls.
Hiring a call center […]
This morning I received one of those calls that I hardly look forward to getting. You probably have had calls just like this:
Hello Mrs. Stanley, this is ABC carpet cleaning company, and we’re currently in your area cleaning carpets for other homeowners, and we’d like to offer you a free cleaning for any room […]
It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness, it was the epoch of belief, it was the epoch of incredulity, it was the season of Light, it was the season of Darkness, it was the spring of hope, it […]
Knowing how important a positive attitude is, the typical sales person thinks positively all the way to work. He affirms that he is excited about all the cold calls he is going to make. Having heard how powerful visualization is, he might even visualize himself making cold call after cold call and having tremendous success. […]
Do you make the best use of IOVC CRM technology? Are you making the best use of your customer related data? IOVC technologies can cut your business costs sharply.
If you are looking for success through the use of the internet and improved customer data, then as a business owner you owe it to yourself to […]
While considering how to go about executing your telemarketing requirements, you have the option of hiring your own staff, or getting the job done through outsourcing. Here are a few pointers to help you along.
The advantage of outsourcing or getting in a third party is that you have trained staff at your disposal to accomplish […]
This sales prospecting technique isn’t specifically about how to prospect. It’s a technique for dealing with the ill effects of prospecting, how to handle rejection. Being able to overcome the ill effects of rejection is vital to success in sales.
I can’t take credit for this technique. This technique for handling rejection comes from one of […]
There are four proven correlating techniques, which will greatly improve your ability to refer products to clients. This will not only increase their ability to operate, but also your favorable relationship with them, improving the profit on both sides. It will form the basis of a strong relationship.
1.Win customers over. You want to […]