Carl Davidson

They taught us wrong! We have to change our cold call approach if we want to sell more. Whether you are cold calling in person or by telephone, there are several common errors many salespeople make that are easy to avoid. Some things that costs us sales in cold calling seem like good ideas but cause failure and frustration. here are a few cold calling errors to avoid and techniques to consider that will increase your cold calling success rate. Read more…

Most sales reps hate prospecting by phone. Part of the reason is that they believe some of the many myths that have been perpetuated over the years about “cold” calling. Most of these are nonsense, and just plain wrong. Read more…

Most sales reps hate prospecting by phone. Part of the reason is that they believe some of the many myths that have been perpetuated over the years about “cold” calling. Most of these are nonsense, and just plain wrong.

Perhaps you’ve heard them:

Cold Call Myth: “It’s just a numbers game.”
Truth: It’s a quality game. It does not matter how many calls you place; what’s important is the amount with which you have success. A baseball player could swing at every pitch, but only the quality attempts have a chance of hitting the ball. Casino games are numbers games; sales and prospecting is a quality game.

Cold Call Myth: “For every no you get, you’re that much closer to a yes.”
Truth: You are no closer to a yes unless you are doing the right things to get the yes. The previous “no” has absolutely no bearing on your next call. Activity solely for the sake of activity does not get you closer to success.

Cold Call Myth: “You need to love rejection to be successful at prospecting.”
Truth: You want to avoid “rejection.” It is a state of mind based on how you react to what happens to you. I’m not a psychologist, but I would say it is impossible to love “rejection,” unless you have some type of mental illness. You can get a “win” on every call — even when you get a no. For example, you can plant a seed for the future, or simply keep the door open for a future contact.

Cold Call Myth: “The telephone is just for setting an appointment.”
Truth: Salespeople are using the telephone can to SELL every type of product or service. Limiting oneself by getting off of a call too early unnecessarily lengthens the sales process. Indeed, your sales model might involve a face-to-face visit, but that visit will always be more productive if you take your call further.

Cold Call Myth: “Never give the screener any information.”
Truth: The screener may in fact be a decision maker, or at least an influencer, and needs to be treated like the buyer. Trying to go around or above an assistant, and being evasive labels the sales rep as a cheesy buffoon, and simply intensifies the screener’s resolve.

Don’t buy into the longtime, false beliefs about telephone prospecting. Prospect professionally, the Smart Calling™ way, and you’ll make your calling easier, more fun, and successful.

Telephone sales training courses will remind you that telesales training is a path full of potential bumps and potholes but remember that there is always a rainbow in that puddle.

Customers do not want to feel as though they are being sold, they want to feel as though they are being served. On an average day a person is met by over 2,300 adverts for the next big thing so it is no wonder that when it comes to sales a customer could be numb and unresponsive. Read more…