30th October 2007
Most of us design our cold calling around scripts and strategies. Isn’t that how we’ve been taught by the sales gurus? Scripts are linear and systematic so you can move calls in the direction you want them to go. Sales strategies do the exact same thi...
21st October 2007
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."Most ...
09th October 2007
Master the foundation for cold calling successSometimes 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...
20th August 2007
If you’ve been selling for a while, you’ve probably had at least one experience in which your prospect suddenly started giving you the “silent treatment.”
Anthony described this dilemma very poignantly when he called me a few weeks ago:
“...
20th August 2007
"Ari, whenever someone brings up an objection, I find myself moving into a sales pitch, even when I don't want to," Sherri told me during a recent phone call. "I'm not even sure why I do it. I just want to explain how their objection doesn't really apply,...
20th August 2007
Before you make a cold call, do you “gear up” first? Do you get excited about your product or service, and try to anticipate making the sale?
Well, if you’re following the old traditional cold calling mindset, that’s probably what you’ve been...
20th August 2007
In the old traditional cold calling mindset, you expect a lot of rejection, and unfortunately you usually get it. You probably make hundreds of calls, and out of those you make a few sales. You’ve come to accept that rejection as a normal part of cold c...
20th August 2007
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...
20th August 2007
Have you noticed that the old “tried and true” cold calling techniques which were once successful have completely lost their effectiveness over the years? They just don’t work anymore.
But many salespeople are still use them because that’s all...
20th August 2007
Cold calling, the old way, has to be the most painful form of sales work you can experience. There’s a lot of rejection, fear, and deflated hopes.
But there’s a new way to make cold calling as pleasant and relaxed as picking up the phone and talki...
20th August 2007
Linear step-by-step sales scripts have done a lot to give selling a bad name. Not because they don’t “work”, actually some people who use cold calling scripts actually do make some sales. The problem is even if you’re a good-hearted businesspers...
20th August 2007
We’ve all had the experience where everything seems to be going well during a cold call, and suddenly the person we’re talking to “hits the brakes.” They raise an objection and we start to panic, thinking we’re about to lose the sale.
We th...
20th August 2007
From the traditional point of view, cold calling conversations should constantly lead towards making a 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 ...
20th August 2007
Remember the numbers game? Well, that is the same thought behind sending out sales letters. The hope is that with every hundred or so letters, a few sales will result.
If you don’t know how to make a call from scratch and build trust, it seems t...
20th August 2007
We rarely think about our prospect’s problems when we cold call. It’s just easier to focus on our product or service. Naturally, it’s really tempting to make cold calling all about us and what we have to offer, rather than about the other person. ...
