Sponsors |
|
|
|
|
Cold Calling Early Signs of Call Reluctance
Leslie Buterin
Cold Calling Executives
When asked, "Why do you cold call," the majority of sales professionals say things like: "I cold call to get to decision makers fast" "I do it to meet weekly cold call quotas" even, "I smile and dial to make mucho dinero!"
The top echelon of sellers cold call for one reason, and one reason only to open important, new business relationships. That one purpose reflects their psychology, their philosophy of life, and as such is the motivation underlying their every thought and action.
Successful sales pros state that "getting to the decision maker fast"; "meeting (or exceeding) weekly cold call quotas"; and "making money" are natural outcomes of their purpose but, not their reasons for calling.
They readily admit having fallen prey to these kinds of multi-focus points early on in their careers. Now, with benefit of 20/20 hindsight and success they clearly see those kinds of thoughts as being too narrow in scope, even debilitating.
Top cold callers expect repeated sales and lots of money because these are the fruits of opening important, new, business relationships.
Are these extraordinary cold callers daunted by the thought of calling top decision makers to open business relationships? Heck no not any more! Why should they be? They know themselves very well. They have cultivated thoughts that constantly remind them of their strengths and how to leverage those strengths for the greatest good. And like you they are sales professionals who by nature:
Enjoy and feel a rush of exhilaration when meeting new people
Are friendly professionals who feel electrically energized as they easily create rapport and connect with the person on the other end of the phone
Take care to use the language that makes their prospects comfortable
These sellers understand precisely how what they have to offer benefits their current clients. This knowledge brings extraordinary confidence and the desire to convey this valuable information to those prospects-who-are-soon-to-become-clients.
When you ask top notch cold callers, "Why do you cold call" expect to hear, "I hit the phones because cold calling is the fastest most effective way to open important, new, business relationships." This single-minded purpose breaks any subconscious shackles and frees top sellers to feel:
Polished as they cold call
Worthy of meeting with decision makers and
Electrified, energized by the process of winning others over.
Forward this article to friends-they'll thank you for it!
For your mini-course "Jealously Guarded Secrets to Cold Calling Company Presidents" visit www.ColdCallingExecutives.com ! Or call Cold Calling Expert, Lead New Business Development Coach, Leslie Buterin (like butterin' bread) at (816) 554-3674 9-3 CST (that's Kansas City/Chicago Time) Find much more on our http://www.coldcallingexecutives.com/blog/index.html
Article submitted Wednesday, June 25, 2008
This article has been viewed 0 times.
Most Popular |
|
|
|