There's always a debate I hear about "dialing for dollars." Do prospects answer the phone or is cold calling so old school it has lost it's way in the iSociety in which we live? If you are a good Second Grade Seller you may be torn. On one hand you may truly be calling with a tool that could make a prospect earn more money or make their life easier, or both. On the other hand, you may feel as if you're disturbing the prospect's day with a call. Never fear. If you have prepared and make it about the prospect it will be a breath of fresh air for them.
But if you are practicing bad second grader habits, the call will be all about you and what you want from the prospect. 99% of the time this is the case. Perhaps that is why it's tough to get through to prospects on the phone. They are sick of getting the "me first" calls from 99% of sales people out there.
That makes your job even tougher. One bad apple (or 99 out of 100) spoils the bunch, so why would you be any different than all the legions of salespeople who put themselves before the prospect or client? Yep it's going to be harder to reach people by phone, but since when is sales not hard?
Instead of calling, many salespeople are turning to social networks to make cold calls. But folks, it's the same pitch in a different medium. Salesperson need first, prospect second. As long as the phone rings, it should be in your arsenal, but when you get someone on the phone, make sure you have done enough homework to make it all about them, the problems you can solve and how easy it will be. And not about you, what you want and the unsaid fact that rent is due! This goes for Linkedin or any other communication for that matter. What do you think?
But if you are practicing bad second grader habits, the call will be all about you and what you want from the prospect. 99% of the time this is the case. Perhaps that is why it's tough to get through to prospects on the phone. They are sick of getting the "me first" calls from 99% of sales people out there.
That makes your job even tougher. One bad apple (or 99 out of 100) spoils the bunch, so why would you be any different than all the legions of salespeople who put themselves before the prospect or client? Yep it's going to be harder to reach people by phone, but since when is sales not hard?
Instead of calling, many salespeople are turning to social networks to make cold calls. But folks, it's the same pitch in a different medium. Salesperson need first, prospect second. As long as the phone rings, it should be in your arsenal, but when you get someone on the phone, make sure you have done enough homework to make it all about them, the problems you can solve and how easy it will be. And not about you, what you want and the unsaid fact that rent is due! This goes for Linkedin or any other communication for that matter. What do you think?
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