Cold Calling: The Most Unpopular Sales Subject
A recent Wall Street Journal article, lead with, "The cold
call won't die." Couldn't help but wonder, why in the world
anyone who sells for a living would want the cold call to
die in the first place.
 
Do the math. Sellers of professional services look for
20-25 new clients a year. Then, ask yourself, what faster
way is there to reach prospects them than by telephone?
With the right mindset, words and delivery on the part of
the seller, you will quickly begin to hear money making
sounds like cha-ching.
 
90-seconds of phone time you have with prospects are pure
gold.
 
We are not talking about the "burn and churn tactics" of
call centers that count on more than 300% turnover of
telemarketers each year. We are talking about sales
professionals who cold call people they have not met yet to
let prospects know about the value gleaned by those who
take advantage of their products and services.
 
Here's a radical action step for you.
 
For one week do a minimum of 5 calls a week or a maximum of
5 calls a day. If you are a seller who makes 100 calls a
day now here this. The instruction to make five calls a day
is not heresy, it is educational, and it most certainly
your short cut to success.
 
How can that be? For your answer ask yourself, how human do
you feel after non-stop dialing-for-dollars all morning?
You have got to know if you feel wrung out, spent, and down
on cold calling how do you think the people on the other
end of the line feel listening to you?
 
Remember when broker's used to call with hot stock tips and
sell financial products for quick commissions?
 
Savvy financial services professionals do not and never did
operate that way.
 
They work toward building relationships with clients for
lifelong financial planning and service. They connect with
the prospects as people with real needs that these
professionals are in a unique position to serve.
 
Even great sellers become insecure if they think of
themselves as telemarketers.
 
Burn and churn tactics have contributed to giving cold
calling a bad name. Better to remember cold calls are not
driven by a script and dials per hour, but by a moral
obligation to find those very people who want/need what you
have to offer and the skills to deliver that information in
a way that is meaningful to your prospects.
 
If you want to leverage cold calls for great profit and
benefit for all, you are better off making fewer calls and
positioning yourself as the expert in your field that you
are; who has important, valuable services to offer
prospects.
 
 
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For your mini-course “Jealously Guarded Secrets to Cold
Calling Company Presidents” visit
Expert, Lead New Business Development Coach, Leslie Buterin
(like butterin’ bread) at (816) 554-3674 9-3 CST (that’s
Kansas City/Chicago Time) Find much more on our
 
.