 |
Cold Calling Does Not Generate Sales Leads
It is a fact of life for most new sales people; they get the dream sales job with unlimited earning potential and expect to earn so much money that they can now enjoy the fruits of their coming wealth. Everything seems perfect until they realize that before closing a sale and earning the big commission, they must first prospect for new customers (read, cold calls). Cold calling is hard to do. People hate to make cold calls and people hate being on the receiving end of them as well. Prospecting is the most difficult part of the sales job. There are many ways to go about it but, for some reason, sales managers preach cold calling as the only way for young sales people to generate leads. As someone who has been through it, I wish that these attitudes would change. I recently read one of the best selling books on cold calling. In this book, the author stresses persistence. He uses the 15-3-1 rule. That is, you need to make fifteen cold calls to make three appointments with prospects. Out of these 3 appointments you will close one sale. By being persistent and making fifteen cold calls a day, this will translate to, on average, one sale a day, five sales a week, twenty sales a month, etc. Further, the author explains that he doesn't mind the rejection that he gets when he cold calls. The reason is that since it takes fifteen calls to get an appointment, that means that he will hear the word "no" (rejection) fourteen times before he hears the word "yes." This is simplistic and anybody reading this book may get overexcited and think that this is easy. It's not easy and the author's arguments don't hold up in real life selling. Take the fifteen cold calls a day rule. Anybody reading this book will think that fifteen cold calls a day is nothing. If it takes 2-3 minutes to make a phone call, it shouldn't take more than 45 minutes to make your mandatory 15 calls. Then the rest of the day is spent selling in front of prospects. But it doesn't work this way. If you've ever cold called, you will know that it usually takes at least 10 phone calls to reach a decision maker. Think about it, executives aren't sitting in their offices waiting for your call. They're either on the phone, in meetings, on vacation, or they just don't want to talk to you. So now, to talk to fifteen people, you need to make 150 cold calls. This is not 45 minutes of work; this can take days. Further, for someone to say that he enjoys hearing the word "no" because it means he is getting closer to a "yes" is just misleading. Although a select few people can take this kind of rejection day in and day out, most cannot. It is only human nature to be discouraged by so much rejection. There are better ways to get sales leads and increase your sales. People buy from people that they trust. Your time should be spent networking with your friends, colleagues, and business contacts. Get referrals, get introductions, get testimonials and the sales will come. Not only that, your job will be better; nobody likes the rejection and time consuming nature of cold calling. Tino Buntic is a former insurance broker and ex-cold-caller. He is currently an entrepreneur and has created a system to reduce cold calling with his website, http://www.trade-pals.com
|
 |
Cold Calling Pressure Reduction
Who likes cold calling?
Most salespeople don't like cold calling, and do as little of it as possible. There are a number of reasons why most of us don't like it.
Interviewing for College in Style
Looking Good, Feeling Good
Bullseye Interviewing
An interview is much like a blind date. You have sweaty palms, heart palpitations, shaky nerves and a preconceived notion of what could happen.
Aslan Sales Training Partners with Briggs Corporation to Provide New Inside Sales Initiatives
Aslan to provide customized sales training program to national medical products and services distributor.
Your Viral Salesman - Your Marketing E-book
Introduction Viral ebooks are an excellent way to drive traffic to your website and one method that I am very fond of. Viral ebooks require you to do work one time and you can benefit from them multiple times over. They are a great way to grow your online business. With viral eBooks, the traffic and profits keep rolling in around the clock regardless of what's happening. Attracting 1,000's of eager buyers to your website using VIRAL eBooks is so simple, it may surprise you.
The Art Of Cold Calling
I know, don't groan. You have to do them if you want to get properties and make money.
Dynamic Interviewing Practices
The pre-hiring process can be a challenge. If you're reading this article,
you are finished with the pre-hiring process and are looking for tips that
will guide you through the interview.
Confessions and Tips from a Top Web Hosting Salesman
Have you ever gone car shopping with a former car salesperson? Their industry and sales knowledge is powerful information vital to the average buyer. Gaining their street smarts and savvy gives the buyer an edge.
Do Not Call Telemarketing List
If you are one of many people fed up with telemarketers spoiling your evening or weekend with calls you will be glad to know that there is a solution in site. The Federal Communications Commission or FCC for short has been receiving numerous complaints from consumers and have decided to address this issue through the establishment of a Do Not Call Registry.
Why Cold Calling Is Dead
Our world of selling is closed off from other areas of business that continue to
adopt and embrace new, efficient ideas. I was reminded of this recently while re-
reading Seth Godin's "Permission Marketing.
Telemarketing and Job Losses
Telemarketing and DO NOT CALL lists sure made headlines, but I bet there is something you did not realize. The good news about such industries is they bring in good telecommunication infrastructures, lower costs for consumers telephone bills, and are pollution free.
Telemarketing Services, India
With the availability of skilled manpower and quality output, telemarketing services from India are being outsourced globally. Telemarketing is in fact, one of the key services that is being offered to clients across the world by talented call center consultants working round the clock at international standards.
Sales' Dirty Little Secret - Cold Calling is the Down-and-Dirty Hardest Part of Selling
Salespeople hate to cold call. Yet their job is to find new customers. What everyone avoids talking about in the sales interview is that the salesperson must cold call to find those customers. It's sales' dirty little secret. If you require your salespeople to cold call and you want to train them to get better at it quickly, check out the new website www.SalesWebinarsOnDemand.com.
Follow-Up System Workshop Eliminates Cold Calling, Makes Selling Easy and Fun
Prospects aren't always ready to buy when salespeople are selling. Sales professionals who don't have an automated follow-up system often miss their window of opportunity to close the sale. In fact, there's a limit on how much sales people are able to close by meeting with buyers one-on-one. This "old-school" kind of "missionary selling" leads to cold-call fatigue, lost sales opportunities, and career burnout. Instead of ignoring this critical business-building opportunity because there's no time, business owners can create stay-in-touch marketing with their own customer database at the upcoming Follow-Up System Workshop.
Interviewing Applicants Can Be Hazardous to Your Wealth
1st Fact: Interviewing applicants is the most common way companies decide whom to hire.2nd Fact: Research proves most interviewers do lousy at predicting if an applicant will succeed – or flop – if hired.
|
