You know that horrible dream where something bad is happening and you can’t stop it?
Or where you’re trying to talk but can’t?
This will all make sense in a minute.
Okay, back to cold calling.
Three reasons to hate it.
1.) If you’re the victim (excuse me . . . the prospect) and the caller is obviously reading a boring script and drones on and on without even pausing or asking you a question.
Or –
2.) When you are a newly hired telesales person who has been handed a script and told to “just make calls” (without any training.)
Or –
3.) When you are making a cold call and the prospect suddenly asks you a question you are totally not prepared to answer.
The horrible dream is coming true.
The prospect is asking a question and – like in the dream – you can’t answer.
What to do
1.) As the prospect you can choose to either politely use a reason to end the call or just (sorry cold caller) hang up.
2.) As the newly hired telesales rep, prepare yourself BEFORE starting to “just make calls.” Read your employer’s website. The entire website. Find out as much as you can about the company, products and services you will be calling about. Ask about the objectives your manager wants to achieve – in addition to making a sale.
Does your manager want you to find out from the prospect:
- Updated contact information? Necessary.
- Name of the decision maker? Necessary.
- Info about products the prospect is currently using or buying? Necessary.
3.) Be prepared with the magic “all-purpose response” in case the prospect asks you an unexpected question.
If you have been part of my one-to-one e-Course you know what the “all-purpose response” is.
More tips about cold calling:
And –
You are invited to register for my one-to-one private 4-week e-Course. (see feedback from my favorite clients on this page.)
This course includes 4 weeks of once-a-week private telephone sales training and coaching where I will work personally with you.
Good News: Your BTA educational discount applies for this e-Course!
If you are tired of not getting to decision-makers, not grabbing interest when you do reach them and having voice mail messages ignored, phone me at 757.463.0924 or email annbarr@annbarr.com
Thanks for reading – I would love to work with you and help you achieve your goals!
– Ann
PS – See unexpected feedback here
