The Secret Sauce of Cold Calling

Having worked with many Sales Professionals in various industries, I often wonder what makes a Sales Professional a great Sales Professional – especially when it comes to prospecting over the telephone.

Whatever your objective is when making a call, to arrange a meeting to demonstrate your products or services, or to sell remotely over the phone, you must achieve the following:

• Getting through to the Mr. Big, the Decision Maker.
• Capture the interest within the first 10 seconds, before you are getting dismissed.
• Demonstrate real value vs. perceived value within a minute of the call.
• Learn about the potential buying motive
• Overcome real objections and knee jerks
• Achieve your primary objective of the call.

It is safe to say that the first contact with the Decision Maker is the key to sales success. If you struggle with one of the above listed elements, your chances to sell are close to zero.

What is the common factor to link all together?

Natural confidence. Confidence in yourself – confidence in your offering – confidence in the projected value for the prospect – leads to confidence in your voice and words, which leads to a call between two equal partners – You and the Decision Maker.

People want to buy from people who are on the same level. If you are perceived begging, being too humble or using too many adjectives, you will be perceived inferior to the person who is taking your call.

Success breeds Success

Ever noticed that sales professionals who have just made a sale will have the next sale soon after? The Yes of the prospect, either to agree to a meeting, or actually confirming a purchase, is similar to the applause an actor receives on stage after a great performance. Commission is not important in that very moment. It is the acknowledgement of the person selling.

A sale will boost your confidence.

On a side note: How to train not to lose self-confidence
You will find the very same key elements when being out Saturday night trying to get a date with a boy or girl. Don’t give up and show confidence all times.

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