 How in the world do you make money from cold calling?
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For those veteran salespeople that are reading this e-zine you will absolutely agree with what I'm about to say. A majority of your sales will come from sales prospects who first told you that they were not interested. (Click here to check out "113 Common Sales Objections, 192 Clever and Savvy Responses") These prospect told you no and that they're happy with ZYX Company. Unfortunately, for many salespeople, they run like the wind and go on to the next prospect and never look back.
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Why do they just give up? There could be countless reasons as to why? However, many can argue that it could be because of the perceived perception that cold calling is just a hit or miss game. Or, maybe their boss told them to move on? Cold calling is not about that instant sale, but rather, needs to be perceived as a strategic process from start to finish. The process of cold calling is about introducing your prospect to your product and/or service and through skillful questioning and to show your prospect that you can efficiently help them to increase and grow their business (i.e. benefits such as saving time, making money, saving money and protecting their business and personal interests.)
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And for those salespeople who don't understand how cold calling actually works they quickly find out in few months or years the real reason as to why they are not making their sales quota. However, for those who do understand the game of cold calling find that they don't let a little resistance get to them or cloud them of their ultimate goal. They actively engage their prospect with qualifying questions, aim for an in-person (or on the telephone) sales appointment and keep following up with the very same prospect who once told them NO!
To get inside the mind of why prospects act this way a great article to review is called "Cold Calling Gives Your Prospect Options!"
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