‘I hate cold calling”. Have you heard that line a thousand times or more in your sales career? Or how about the promise to “never make another cold call again”. Let’s not forget the ever popular “cold calling is dead”. Of course there are tons of books, articles, blogs and tirades about the death of the cold call but there are still lots of industries where they work and lots of sales people who are very successful because they pick up the phone and dial.
Why are some sales people are great at cold calling and others would rather get a root canal than pick up the phone? The simple reason has to do with the fear of rejection. Most people who hate cold calling feel personally rejected when their call ends in “failure”.
Sales people who are good at cold calling and successful at starting conversations with prospects get that way because they first identify targeted prospects who they know “can, will or may” become customers. They don’t waste time with suspects who do not fit their target profile.
By targeting people you know have the potential to become customers you can start a conversation based on what you can do to help them solve a problem or fill a need. Your rejection rate will drop and you will begin more meaningful discussions with other business people.
P.S. Please don’t start your call with “hi how are you today”. Nothing screams sales call worse than that over used intro. A quick “I hope you can help me” can work wonders in your prospecting.
If you need help creating a more powerful opening statement to start the conversation please visit our website and download a free copy of our whitepaper Creating Your Unique Value Proposition. It’s located in our Sales Training Download Centre.
Robert J. Weese
B2B Sales Connections
For detailed information and step by step instructions to create a prospecting approach that will help you open more doors, check out Action Plan For Sales Success. It’s full of tips and techniques used by today’s top sales performers.