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.
If you’ve been selling for a while, chances are you’ve been asked to use sales scripts to make cold calls. Maybe you’ve even made some sales using scripts.
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.
Give your visitors a taste of your solutions so they can feel that you can actually solve their problems or issues. So…make yourself available to site visitors by having a Live Chat or Push To Talk button (see below) on your website.
When you start your cold call by referring to a sales letter, you’re following a traditional sale and marketing technique. People just don’t read sales letters all that much.
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.
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.
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?
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.
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.