Make Fewer Cold Calls and Get Better Results

The old-school sales gurus teach the essentially the same approach. “Focus on closing the sale. Keep pushing forward. Persuading and coaxing has always been considered a normal and necessary part of cold calling.

Sales Therapy 101: Breaking Your Fear of Cold Calling

The fear of cold calling is a painful, daily struggle for many entrepreneurs and salespeople who have been trained in traditional selling techniques. Traditional sales trainers answer questions about cold calling this way.

The Surprising Truth About Cold Calling

OLD SALES GURU MYTH # 1 “Cold Calling is a Numbers Game”. When all you know is the traditional way of cold calling, selling is indeed a numbers game. Yes, you can call people over and over.

The Truth Behind Linear Selling : Why It Can Make Prospects Run The Other Way

Rather than asking prospects overtly what their decision making process is, use softer language that they can understand from their perspective. Don’t probe or “fish” for prospects’ “pain” as part of your sales process. Prospects have learned through long experience that the appearance of caring is usually a verbal ploy designed to move the sale forward according to the salesperson’s agenda.

Throw Out Your “Selling” Language – Unlock Your Natural Voice

The people we’re talking with sense this immediately. Our hidden agenda and their reaction immediately destroy the trust-building process of communication. Quick self-assessment: When you pick up the phone to make a sales call, what are you hoping will be the outcome?

Why “Overcoming” Objections Can Lose the Sale

It’s about sales pressure. When you’re so focused on making the sale that you counter a prospect’s objections, you’re pressuring them. Objections aren’t roadblocks, red flags, or stop signs.