Like most things, the more prospecting you do, the better you’ll feel about and get at it. Day One is tough. Day Fifteen, on the other hand, is natural. Set specific times to do your cold calling, and put them in your calendar. I recommend cold calling for one to two hours at a time, [...]
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“Here’s your cold calling script—get fired up! Start ‘Dialing for Dollars.’ I want to hear enthusiasm!” Oh no. Ever notice how the people who tell you that this is the way to go about cold calling are almost never the people who actually have to do it? Following a cold calling script to the letter [...] Third, repeat after me: “Not wanting to talk with me right now is not Rejection. It just means they don’t want to talk to me right now.” Write this on a sticky note and thumb it up somewhere you’ll see it every day. Especially while prospecting. Fourth, do a little research on the company you’re [...] We’ve all been there. Your boss—or maybe your boss is you, and to eat you’ve got to start—says, “Time to start ‘Dialing for Dollars’. Here’s the script, here’s a list of five hundred people who have never heard of us: get started.” Eww. You mean, I have to cold call complete strangers, rattle off this [...] I believe salespeople in the IT field have started to figure it out. Early on, an IT person would sell to an IT person. They’d speak the same language, talk the same terms. Care about the same things, the gigahertz and the MTUs and the whatsits. All smiles. Then came the shift where IT salespeople [...] I’ve been advised that Microsoft has stopped prospecting on behalf of their partners. Sage, I’m told, has ceased prospecting for their partners, too. The easy leads of the past decades are gone: resellers must now find and qualify prospects on their own. Add to this the economic turbulence of the past few years, the fact [...] Okay, so maybe you agree with me that coating yourself in the oil slick of enthusiasm isn’t the best thing for sales success. What are else are you supposed to do, then? Let’s say you have a problem. You go to a place where you are pretty sure they can take care of it, [...] Enthusiasm. Bleah. As salespeople, we’re supposed to ooze the stuff: it’s usually a listed requirement for sales positions, and if it’s missing many so-called sales experts get miffed. I remember some feedback from a phone interview not so long ago in which the business owner, who had professed to be familiar with consultative selling methodology, [...] You’re receiving a sales torture treatment. Waiting nervously, hoping the deal won’t die, cutting your price at the whim of prospective buyers. You got into this situation by giving away free information, in the form of samples, designs, layouts, etc. Why did you do that?! Our Competition Does That So? Your competition is going through [...] If you’re engaged in a price fight and a race to the bottom with your competition, you’re in trouble. Unless, of course, you want to be the bargain basement, discount leader in your field. As our mustachioed comrade Joseph Stalin once quipped, “Quantity has a quality all of its own.” Assuming you don’t want that [...] |
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