VIDEO: Is Cold Calling Really Dead?
Apr 19, 2010 Prospecting, Cold Calling and Networking, Sales Coaching, Sales Training, Videos, cold calling, sales tips, tele-sales
You get to your office, sit down at your desk and open up your calendar. A concerned look sweeps over your face. “Only one appointment this week.” You look at your pipeline and get that squirmy feeling inside your gut, as you realize your pipeline is not as full as it used to be. You’re wondering where you’re going to find your next prospect.
The uncertainty begins to sweep over you. The stress starts creeping into your body, for you realize you can’t keep procrastinating making the cold calls you need to in order to book more appointments with key decision makers.
Does this situation sound familiar? As you might imagine, I’ve been getting a high volume of calls from sales managers and their salespeople struggling to meet their sales goals.
After investing several hours cold calling, this experience can leave you feeling depleted, frustrated and annoyed. You don’t understand why you’re unable to set the appointments with the prospects who you know you can help and therefore need to meet with. You ask yourself, “Why won’t they talk to me? I know I can help them. If only they’d give me some time on the phone.”
In desperation, you cry out, “This cold calling thing doesn’t work for me! What else can I do to schedule meetings with more qualified prospects who can buy from me?”
In this video, I address the question, “Is cold calling really dead?”
So, what is the answer? Is cold calling really dead? The answer is a resound, “Not even close.” Therefore, do not abandon cold calling! Cold calling is far from dead and I see evidence of this every day.
Sure, I realize for many people cold calling and prospecting ranks right up there with getting their teeth pulled without the gas.
However, as someone who has coached and trained thousands of salespeople and managers over the years, here’s what I’ve learned very early on. It’s not that cold calling doesn’t work. Cold calling works fabulously well. It’s the way you’re cold calling that doesn’t work. In other words, consider that it’s more about your approach and cold calling strategy; what you say and how you say it – that is ineffective and what your prospects are unresponsive to.
So be careful. Most people who feel cold calling doesn’t work in actuality, have learned the wrong lesson.
Side note: Over the last year, my cold calling book has been gaining a renewed popularity as competition increases and the need to find more qualified prospects to fill your pipeline intensifies. So, if you’re ready to develop a permission based prospecting system then check it out here.
Tags: appointment setting, cold calling, prospecting, telesales, teleselling
VIDEO: The Primary Objective of a Cold Call or Your Prospecting Efforts? It’s About Finding The Fit, Not Focusing On The Result
Mar 31, 2010 Cold Calling Tips, Prospecting, Cold Calling and Networking, Sales Coaching, Sales Training, Videos, cold calling, telesales
What’s the initial objective of a cold call or your prospecting and new business development efforts? Rather than focusing all of your energy on making the sale, first determine if there’s a good fit between you, your prospect, and what you are selling.
Instead of feeling that the intention of prospecting is to get a sale, provide a demonstration, submit a proposal, or schedule an appointment, the initial intention of prospecting is to determine if there’s a fit worth pursuing.
While this may sound a bit strange, closing the sale and earning the business of a prospect is not your initial goal. Instead, your primary objective is to determine whether you and your prospect are a good fit.
Take a moment and think about how this change in your attitude and mindset would change your cold calling approach as well as your experience.
While your traditional approach may be to produce a measurable result, now your primary objective is to discover whether you and your prospect are a good match and if this relationship is worth moving to the next stage of your selling process. If you feel that you constantly have to push the sales process forward, you’re not taking into consideration that the prospect may simply not be ready, let alone may not be a good fit for what you are selling. Pushing the sales process forward before a prospect is ready only creates pressure for the both of you, fostering an unhealthy relationship from the start.
By changing your thinking and your approach, you’ll now be able to focus your energy and precious time on the right prospects who are more inclined to buy from you, rather than wasting your time sending out proposals and following up with people who you have no business following up with in the first place. Filling your sales funnel with unqualified prospects does nothing for you other than cost you time when you spend it on people who are simply not a good fit for you or your product and service.
Here’s a clip produced by CanDoGo.com on how you can make this critical shift in your thinking which will result in more selling opportunities and less cold calling reluctance.
Tags: appointment setting, coaching salespeople, cold call reluctance, cold calling, prospecting, Sales Coaching, telesales
VIDEO: The Initial Objective of A Cold Call – Find The Fit Early Or Waste Precious Selling Time
Nov 20, 2009 Sales Coaching, Sales Training, Videos, cold calling, sales tips, tele-sales, telesales
Think about the intention or the end result of your prospecting efforts. Rather than focusing all of your energy on making the sale, first determine if there’s a good fit between you, your prospect, and what you are selling.
Instead of feeling that the intention of prospecting is to get a sale, provide a demonstration, submit a proposal, or schedule an appointment, the initial intention of prospecting is to determine if there’s a fit worth pursuing.
While this may sound a bit strange, closing the sale and earning the business of a prospect is not your initial goal. Instead, your primary objective is to determine whether you and your prospect are a good fit.
Here’s a video I did on cold calling that I recently produced with a great new company I’d like to introduce to you that’s offering some free and valuable advice to home businesses and career minded professionals. That company is Home Business Brains. Click on the “read more” link below for the video.
Tags: cold call, cold calling, Sales Coaching, Sales Training, telesales
PODCAST: Is Cold Calling Really Dead? A View into the Mind and the Day of a Salesperson
Jul 10, 2009 Cold Calling Tips, Prospecting, Cold Calling and Networking, Sales Coaching, cold calling, podcast, sales tips, tele-sales, telesales
Listen to this podcast here.
You get to your office, sit down at your desk and open up your calendar. A concerned look sweeps over your face. “Only one appointment this week.” You look at your pipeline and get that squirmy feeling inside your gut, as you realize your pipeline is not as full as it used to be. You’re wondering where you’re going to find your next prospect.
The uncertainty begins to sweep over you. The stress starts creeping into your body, for you realize you can’t keep procrastinating making the cold calls you need to in order to book more appointments with key decision makers. Read the rest of this entry »
Tags: cold call, cold calling, podcast, prospecting, selling tips, telesales
Are Salespeople Asking Prospects the Wrong Questions?
Jul 1, 2009 Cold Calling Tips, Prospecting, Cold Calling and Networking, Sales Coaching, Sales Training, cold calling, sales articles, tele-sales, telesales
“Are salespeople asking their prospects the wrong questions?” As I mentioned in my last post, this was a conversation that came up while being interviewed by Geoffrey James for an article he was writing for Selling Power magazine on what managers need to do to effectively coach their sales team when cold calling.
The answer to this question? Well, it’s actually yes and no. Yes, many salespeople are asking good questions that help uncover whether or not the prospect is a fit for the product or service they are selling. Conversely, many are asking the wrong questions that drive the prospect away from you, rather than move them closer to a sale.
The real universal gap that I see after coaching and training thousands of salespeople, Read the rest of this entry »
Tags: cold calling, discovery, disqualifying, prospecting, qualifying, qualifying prospects, questions, questions that sell, Sales Coaching, sales questions, sales tips, Sales Training, telesales
The Seven Types of Prospectors – Get Your Copy of This ebook For Free Today
Jun 18, 2009 Cold Calling Tips, Communication, Prospecting, Cold Calling and Networking, Sales Coaching, cold calling, tele-sales, telesales
Download this ebook for free here.
Our new marketplace requires new strategies and a new way of thinking in order to achieve more and thrive. Here, you can access these new resources I developed specifically for salespeople and sales managers to attract more prospects, boost your sales faster and coach your sales team into sales champions so they can close more sales today.
Here’s the second in a series of new resources and ebooks I’m giving away.
The Seven Types of Prospectors
What kind of prospector are you? Although developing a unique, personalized approach to prospecting is encouraged, there are some pitfalls to be aware of and some communication styles to abandon that you may not even be aware of which will sabotage your prospecting efforts. Use this guide to uncover which of the seven types of prospectors you most closely resemble and what you can do to adjust your prospecting approach and communication style for maximum impact.
Download this ebook for free here.
Tags: books on cold calling, cold calling books, Cold Calling Tips, prospecting, Sales Coaching, sales tips, Sales Training, telesales, teleselling
Through the Eyes of a Salesperson: Is Cold Calling Really Dead? Develop a Permission Based Prospecting Strategy to Set More Appointments with Qualified Prospects
May 28, 2009 Books by Keith Rosen, Prospecting, Cold Calling and Networking, Sales Coaching, Sales Training, cold calling, sales tips, sales tools, tele-sales, telesales
Lately, I’ve been getting a high volume of calls from sales managers and their salespeople struggling to meet their sales goals. So, let me paint you a visual of the typical scenario being played out through the eyes of a salesperson; one that you may be intimately familiar with.
You’re on your way to work and during your commute, you’re thinking about what you hope to accomplish that day.
You get to your office, sit down at your desk and open up your calendar. A concerned look sweeps over your face. “Only one appointment this week.”
You look at your pipeline and get that squirmy feeling inside your gut, as you realize your pipeline is not as full as it used to be. You’re wondering where you’re going to find your next prospect.
The uncertainty begins to sweep over you. The stress starts creeping into your body, for you realize you can’t keep procrastinating making the cold calls you need to in order to book more appointments with key decision makers.
You remember what your boss told you. “Your funnel is drying up,” he says. “You’ve got to get on the phone and make more calls to your existing clients and to new prospects if you want to meet your goals.”
“Okay I can do this,” you tell yourself.
You find some people to call.
You take a deep breath and start dialing their number. “C’mon just answer the phone,” you say to yourself.
“Voice mail.” You don’t leave a message because you never get your calls returned anyway.
You dial the second number on you call list. Someone answers the phone and you hear, “Mrs. Johnson’s office, how can I help you?”
“Great, another gatekeeper,” you mutter to yourself. You’re actually caught off guard that a live person answered your call. Thirty seconds later, after your valiant, yet ineffective attempt to connect with your prospect, you hear a pleasant but well trained, “No thank you. We’re not interested.” You’re off the phone with the gatekeeper in less than one minute, as she’s been conditioned not to take unsolicited calls, especially cold calls.
You dial the third and fourth number. No luck. “More gatekeepers,” you say. “Why can’t I get past them?” you ask yourself. You start questioning if luck is actually what you really need or if there is more to cold calling than you originally thought.
“Okay one more shot.” You push yourself to dial the fifth number on your call list.
Someone picks up. Shockingly, it’s the prospect! Maybe you’ll get ‘lucky.’ And knowing that you need to open up this call with something gripping and compelling to grab this prospect’s attention to the point where they stop what they’re doing and want to engage in a conversation with you, you say, “Um, Hi. Mr. Smith? Uh, this is Chris from ABC logistics. How are you today?”
“Busy!” he says. And with that, he hangs up the phone.
Now, you’re depleted, frustrated and annoyed. You don’t understand why you’re unable to set the appointments with the prospects who you know you can help and therefore need to meet with. In a discouraging tone, you ask yourself, “Why won’t they talk to me? I know I can help them. If only they’d give me some time on the phone.”
You feel you’ve just wasted three hours of your day that you’ll never get back. In desperation, you cry out, “This cold calling thing doesn’t work for me! What else can I do to schedule meetings with more qualified prospects who can buy from me?”
And that’s when you ask yourself this toxic question which is often followed with a ‘yes’ that feeds the justification of your performance. “Is cold calling really dead?”
No, I did not have a hidden webcam secretly installed in your office, in case you’re wondering how I’ve been able to paint such a vivid picture that so closely resembles what you may be experiencing yourself. If anything, take some comfort in knowing that you are not alone and you can do something about it.
So, what is the answer? Is cold calling really dead? The answer is a resound, “Not even close.” Therefore, do not abandon cold calling! Cold calling is far from dead and I see evidence of this every day. After all, a majority of all Fortune 500 companies utilize some form of telephone prospecting every day.
Sure, I realize for many people cold calling and prospecting ranks right up there with getting their teeth pulled without the gas.
However, as an executive sales coach who has coached and trained thousands of salespeople over the years, here’s what I’ve learned very early on. It’s not that cold calling doesn’t work. Cold calling works fabulously well. It’s the way you’re cold calling that doesn’t work. In other words, consider that it’s more about your approach and cold calling strategy; what you say and how you say it – that is ineffective and what your prospects are unresponsive to.
So be careful. Most people who feel cold calling doesn’t work in actuality, have learned the wrong lesson.
For example, if I asked you to go outside and dig a ten foot deep hole with a spoon, do you learn the lesson, “Well, I guess I can’t dig holes very well” or is the real lesson; “If I had the right tools I would have been able to accomplish this goal faster, with less effort.” You see, it’s all about the tools you’re using when cold calling. Even if you handed Tiger Woods, one of the greatest golfers of all time, a pair of lefty clubs, while he still may outperform most golfers he would not be able to operate at his best, at the pinnacle of his potential, simply because he’s using the wrong tools. The same philosophy applies to your career and to cold calling.
Most salespeople sound exactly the same as every other person when calling on the same prospect, rather than develop their unique and compelling message that grabs someone’s ear to the point where they are interested in what you have to say. Why should a prospect want to hear the same approach time and time again? How can that possibly distinguish you?
So if you’re not getting the results you need, instead of abandoning a proven selling strategy, it’s time to upgrade your cold calling and follow up system. With a strong prospecting and cold calling model that is mapped out step by step; which also includes the compelling opening statement you need, the reasons why someone should listen to you in the first place (rather than opening up a call by asking for an appointment, demo, proposal, etc.), well crafted questions to determine if there’s even a fit between you and your prospect, as well as a strong voice mail and follow up strategy, you will see what a competitive edge “cold calling” can give you.
Side note: Over the last year, my cold calling book has been gaining more popularity as competition increases and the need to find more qualified prospects to fill your pipeline intensifies. So, if you’re ready to develop a permission based prospecting system that will enable you:
Here’s the link to Amazon to read all the five star reviews or you can go to my website here to learn more about this book.
Tags: appointment setting, cold call, cold calling, phone tips, prospecting, Sales Coaching, sales tips, telesales
The Anatomy of a Cold Call – The Five Critical Objectives
May 22, 2009 Prospecting, Cold Calling and Networking, Sales Coaching, sales tips, tele-sales, telesales
“What do I need to accomplish in the first few minutes of every cold call I make?” “What’s my overall objective of a cold call?” These questions rank up there as two of the top questions I’m asked. If you’ve been following my last few posts, I’ve been hyper-focused on the importance of sales benchmarking and identifying best practices.
In the spirit of simplicity, there are actually five core objectives during a prospecting conversation which I’ve listed below.
That’s it! Now ask yourself, does your system achieve these five core objectives?
Tags: cold call, coldcalling, prospecting, prospects, Sales Coaching, telesales, teleselling
Live Event! Win More Prospects Today: How to Dramatically Increase Your Selling Opportunities to Boost Your Sales
Apr 17, 2009 Cold Calling Tips, How To Sell and Sales Tips, Prospecting, Cold Calling and Networking, Sales Coaching, cold calling, podcast, tele-sales, tele-workshop, telesales, webinar
Concerned about how to find new and profitable prospects to develop and maintain your customer base? Then stop stressing over how to do it and attend this live, 60-minute Audio Conference that I’m delivering in two weeks and learn how to cold call and prospect like a sales champion. Below are the details.
TITLE: Win More Prospects Today: Dramatically Increase Your Selling Opportunities to Boost Your Sales
DATE: Thursday, April 30, 2009
TIME: 1:00-2:00 p.m. EASTERN STANDARD TIME
LOCATION: Your Phone
PRESENTER: Keith Rosen
Click here for more information or to register now for this exciting event or call 800-964-6033.
SUMMARY
Prospecting in this tough economy can leave salespeople banging their heads against their desks. However, finding new and profitable business has never been so important. You must find new prospects and develop great relationships today so you and your company will be thriving and well positioned in your industry when the economy turns around.
Join us for this 60-minute conference where you and your colleagues will get the tools to:
• Learn lead generating ideas to keep your pipeline filled all year
• How to get past the toughest gatekeepers and straight to the decision maker
• Follow up strategies that grab attention without the pestering
• Ways to handle “I’m not Interested” – Overcome any objection
PROGRAM BENEFITS
This practical 60-minute, audio conference will provide you and your colleagues with the skills needed to prospect effectively and efficiently over the telephone to increase sales and boost revenue.
PROGRAM HIGHLIGHTS
How to Make the Gatekeeper & Voice Mails Your Ally
• Learn what to say to get you in the door – and get your calls returned
• How to build instant rapport with gatekeepers – get them on your side
• Must know fatal cold calling mistakes every salesperson makes
Heat up Your Cold Call & Pump Up Your Prospecting
• How to find customers who ARE buying and avoid ones who aren’t
• Learn opening statements that will keep prospects from hanging up
• Successfully overcome your fear of cold calling. (It doesn’t have to be painful!)
Understand Your Most Valuable Proposition
• Increase sales opportunities with crafted prospecting templates
• How to ask the right questions- get the prospect to reveal their pain
• Be aware of words that work & words that destroy selling opportunities
Click here for more information or to register now for this exciting event or call 800-964-6033.
Hosted by Progressive Business Publications, a leader in fast-read actionable advice on workplace issues, the audio conference gives you the opportunity to add immediate, impact to your prospecting efforts in a manner that is:
FAST - No wasted time here. Get right to the heart of the matter in a 1-hour block designed to easily fit into your busy schedule.
CONVENIENT - No airlines. No travel. No time out of the office. Listen from the comfort and convenience of your desk.
EASY - A telephone is all the equipment you need. Just dial in, punch in your access code, and you’re in. That’s it. Follow along with the audio conference handout that will be provided in advance.
ACTIONABLE - Our audio conferences provide money-saving tactics you can start using right when you hang up the phone.
IDEAL FOR MULTIPLE LISTENERS - Use a speakerphone and as many people as you want can listen in – at no extra cost to you. Many professionals use these sessions as a cost-efficient, time-efficient means of training supervisors, managers, and staff and reinforcing key issues in a fresh new manner that they will remember and act on.
AFFORDABLE - Priced at $199, it is a fraction of the cost of travel and attendance fees for other high-priced conferences or seminars.
Click here for more information or to register now for this exciting event or call 800-964-6033.
Tags: cold calling, cold calling training, get leads, prospecting, Sales Coaching, Sales Training, telesales
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