COLD CALLING

I was working with a client last week and the salespeople wanted to talk about cold calling.  During the discussion, it was obvious that they were more worried about being "perfect" than actually making the dials.

If cold calling is part of your prospecting efforts, don't worry about being perfect.  You cannot "script" a cold call because the person you finally get a hold of does not have the "script."  Be confident, sound like you are talking to your best friend and ask a question or two that will engage the person on the other end of the phone.  By asking questions both of you can determine if it makes sense to keep talking and/or set an appointment.

Lots of experts are more than willing to pontificate on the best way to make a cold call.  My advice is the Nike way, "Just Do It."

Comments

[Kevin Ireson]

I agree - too much talking about it and sometimes not enough action. Too many sales people fear cold calling instead of actually taking the bull by the horns.

thanks for your post