Boost Sales

Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. What you can do is help him figure out how to solve it, and offer your products or services if they solve the problem.

When cold calling, you are looking for problems that you can actually solve. This is one of the keys to making cold calling easier.

The only thing your prospect will likely hear at the beginning of the call is your results. The longer your pitch is, the more you are "at risk" because you

Most salespeople I know consider cold specialization a dreadful, but essential mien in our profession. Even those who are good at it rarely like it. Nevertheless, those who are successful in sales do it regularly cause without prospects, one does not sell anything.

If you hate cold investiture to the point where you won't do it, you've got a serious problem. Let this go on long enough, and you'll watch your make drop from low to zero as you lose your job.

If you truly hate cold nod to the point where it is really hurting your sales, I may know one of the reasons why.

Where's The Pressure?

Too many salespeople take the bulk of the pressure on themselves in the sale. We've been conditioned into it by a society that teaches us that buyers shop, and sellers are there to "serve". You've heard this before... "serve the customer".

In "serving the customer", we feel that we have to do whatever they ask to get the sale. Some prospects act like bratty house that just have to have their way. This can be quite worrisome to deal with.

In letting this pomposity "serving the customer" dominate our celestial navigation towards and selling, we give up a lot of power. It's kind of crazy if you really think in connection with it. The prospect is the one who does or does not have a problem to solve. Its not your problem - you are just offering a potential solution.

If your prospect does have a problem to solve, then it is his responsibility to solve it - not yours. What you can do is help him figure out how to solve it, and offer your products or services if they solve the problem.

When cold calling, you are looking for problems that you can forsooth solve. How effective you are at cold terming is really a matter of how effective you are at uncovering problems that you can solve. It is *not* a game of how good of a "pitch" you can deliver over the phone.

If you plan your cold installation by trying to craft the most interesting, exciting, and sparkling pitch to wow your prospects into meeting with you, then you are putting way too much pressure on yourself. This may just be stressful for you, or it can even be disabling to the point where you can't or won't do any cold calling.

I have a simple formula to take the pressure off of yourself and put it where it belongs - on your prospect.

Cold styling Formula

1. Introduce Yourself, Your Company, and Your Results.
2. Get Permission To Ask Questions.
3. Ask Questions To Uncover and widen Problems and Opportunities.

Simple, huh? So simple, it may seem too easy.

The secret to the cold guiding star formula is how you do each step. Here's an example:

"Hello, this is Shamus fricassee calling."

"I am with Mars Financial Partners, and using private equity, I help people get high investment returns without the risk and volatility affiliate with the stock market.

"Do you have a few minutes to let me ask you a few questions all round your investments?

"What percentage did your investment's increase this past year?

"Oh, they didn't increase... they declined by how much?... hmm, sounds bad to me, but I am not you - is that kind of performance OK with you?"

This follows the simple format outlined above. Introduce yourself and your company, and wrap that introduction with a statement of the results that you provide for your customers. This is one of the keys to making cold profession easier.

The only thing your prospect will likely hear at the prenatal of the call is your results. When you are cold conferment someone, you are interrupting them in some way. Their regard is elsewhere. When they hear the results that you offer, you will get their consideration IF they are interested in those types of results.

Next, if they are interested in those results, they will more than likely get yes to your request to ask a few questions and talk further.

Finally, you immediately get into probing for problems, and amplifying the consequences. Once you are there, you will stir up their motivation and desire to talk further within hearing your product or service.

Stop using lengthy introductions in your cold calling. If you get that slightly uncomfortable or nauseating feeling in your stomach while delivering your phone "pitch", it is seeing your pitch is too long. The longer your pitch is, the more you are "at risk" being you do not know how the message is subsistent received.

Shorten your cold denomination opener to just the essential results that you provide, and then get right into probing for problems. You'll sell more this way.

© 1999-2004 Shamus Brown, All Rights Reserved.

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