Several weeks ago, I conducted a "Mastering the Cold Call" seminar for the Printing Industries of Connecticut and Western Massachusetts. At the end of the seminar, a participant came up to me and said, "Thank you! I learned so much! I learned 'Don't Take No for an Answer.'" Another participant standing to his side exclaimed, "No! What I learned is, 'Don't Make No Your Answer!'"
How often do you do that-especially on an introductory call? How often do you project your fears and insecurities onto the prospect you are calling and decide that you are doomed before you dial?
The definition of a cold call or an introductory call is that you are calling a stranger. This stranger could be having a good day-or a bad day. This stranger could be warm and friendly or brusque and dismissive. There is no way of determining this ahead of time. Beware of doing a mind read of your stranger/prospect and basing your subsequent actions on what you think your prospect is thinking.
"I don't like calls on Monday morning"-therefore, no one likes calls on Monday mornings. This leaves out all the people who actually like calls on Monday mornings because that's when they plan their calendars for the week.
"I know my prospect is avoiding me." How do you know this? How could your prospect be avoiding you? Your prospect doesn't even know you.
We all have choices. You can choose to believe that your prospect does not want to speak with you, is busy and not interested, or you can choose to believe that your prospect will enjoy hearing from you and will be open to what you have to say. The first belief is self-limiting and does not serve you. The second belief leaves you free to pursue new business.
The emotional "baggage" that you bring to introductory calling influences your attitude, which you then project in your conversation. Your prospect can hear if you feel unsure, afraid or uncomfortable, in the same way that you can pick up on those uneasy feelings when speaking with someone. On some level, you help create the attitude of the person to whom you are speaking. If your expectation is that your call will be unwelcome, this will make you anxious and tentative. Your prospect will pick up on that, and it will be likely to make her less receptive to you.
Put another way, there are the facts and there are the stories we tell ourselves about the facts. The facts are: You need to make some introductory calls. You will pick up the telephone and make a call. You will either reach your prospect or not. If you reach your prospect, you'll say what you have to say. Your prospect will say what she has to say. And that's it. Those are the facts.
The story: I'm interrupting my prospect. My prospect does not want to hear from me. My prospect already has a vendor. My prospect is avoiding me. My prospect hates me? And on and on?
It is time to change your story. I invite you to use my introductory calling story until you create a better one of your own. My story: I will reach my prospect, who will be delighted to hear from me. We will have a good conversation. I will get what I ask for.
Wishing you all introductory calling success!
© 2004 Wendy Weiss
Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, author and sales coach. She is the author of Cold Calling for Women and the recently released Cold Calling College. Get her free e-zine at http://www.wendyweiss.com.
Sales is a critical part of any business, including non-profits.... Read More
When a request for proposal (RFP) comes in, you get... Read More
So now the time has come to invest in Lead... Read More
Will you do just about anything, including sending out hundreds... Read More
There are 3 ways to grow any business:- Get more... Read More
Testimonials are all-important to sell anything. You may already have... Read More
The number one requirement, whether you are a business owner... Read More
Let me tell you about my friend Peter who has... Read More
Business owners should be more like doctors.Forget selling and start... Read More
A reader recently asked me the following: "I enjoyed the... Read More
I've been training in countries outside the U.S. recently, and... Read More
This evaluation is not for the "weak-kneed". Real questions to... Read More
If you are in Sales, you have probably heard these... Read More
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
What do the words that you use say about you?... Read More
When you are in sales and you come across a... Read More
How many sales opportunities have you lost to competitors who... Read More
The Technical Revolution has done a lot for us --... Read More
It may sound funny, but honestly, if you're opening up... Read More
Even in this day of websites, many customers want to... Read More
This week's article is my response to a question by... Read More
If you went to see your doctor, and he mentioned... Read More
For the past months, maybe a year, I've been hearing... Read More
The other night I was watching a classic western from... Read More
Over the years, I have been amazed at... Read More
There are seven major reasons why adults continue their pursuit... Read More
Being a good listener requires more than just keeping quiet... Read More
On an introductory call, how do you gather all of... Read More
Have you ever met with, or talked to a prospect... Read More
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
A few weekends back, the Brobdingnagian Bards performed at the... Read More
If you need to hold a fundraiser and don't know... Read More
Wherever you turn these days you'll find articles covering every... Read More
You can have your cake and eat it.What is it... Read More
Imagine being in a crowded concert or bar. All of... Read More
Your business is making profits, but where is the cash?... Read More
What do people buy? They don't buy your wonderful presentation.... Read More
When you think about ways to gain repeat business from... Read More
First, recognize that motivation is an inside job. The word... Read More
When Dr. Frankenstein exclaimed "it's alive... it's alive," he thought... Read More
When it comes to buying mortgage leads, there are many... Read More
JOHN DI LEMME ON "5 + 5 = Your Dream"... Read More
Selling your products at shows can be difficult when you... Read More
Long-term sales success has less to do with skills or... Read More
A Simple TruthDo you have the right stuff?Are you consistent... Read More
The purpose of a 1- or 2-hour seminar is to... Read More
Sean works for a major telecom company.During one of our... Read More
While living in the technology age where everything is computerized,... Read More
People ask me, "What should I charge?"I say, "Ask your... Read More
Imagine you just met someone new. The formalities of names,... Read More
Successful salespeople have the ability to turn the customers they... Read More
It's early January 2004. The Green Bay Packers are just... Read More
The most effective prospecting techniques were revealed in the August... Read More
All customers have a choice to make. Sometimes that choice... Read More
Remember those school exercises that started "Compare and contrast....yada yada... Read More
For technology companies, service after the sale has emerged on... Read More
In the course of my career, I've had to deal... Read More
Could this be the worst moment in your selling cycle?You've... Read More
After reading and researching thousands of books, articles and other... Read More
It is important that organizations find other companies to do... Read More
The fastest way to get a decision made is to... Read More
I am sure you are familiar with the phrase, "I... Read More
"Hello, is (pause) puh-TREE-shuh home?"So started my weekend lesson in... Read More
As a professional service provider you face special challenges promoting... Read More
I just got off the phone with a friend of... Read More
Your prospect is in the market for a widget, just... Read More
Sales |