.I do have an online coaching and training course, but for now, here are the . . .
Repro Products, Smyrna, Georgia
If the word “telemarketing” is not one of your favorite words, this message is for you.
It is not a favorite word for many who have been hired for the purpose of making cold calls,
…the fear of rejection is real and painful.
It is the reason many salespeople don’t make cold calls…or make very few calls.
Connecting with your future loyal clients is a better way to think about cold calling.
And you can do it without feeling sleazy.
If you are experiencing rejection on your sales calls, you’ll learn that it may not be your fault.
It could be the fault of the selling approach you are using during cold calls.
4 Ways to Avoid Rejection during Cold Calls
First – and very important – motivate yourself.
1.) Before you start making cold calls, read the positive testimonials customers have written for you or your company’s products or services.
2.) Approach your calls with the knowledge that you are helping people because you have a product or service that will make their lives better or easier.
3.) Spend time with positive people and stay away from negative co-workers.
4.) Register for my 4-week private e-Course because I will teach you how to make a positive difference – and feel more comfortable – in the way you approach prospects by phone.
After the first week of the e-Course, Felipe Hernandez wrote:
“Already in the first week of the Ann Barr e-Course I’ve learned a lot about how to approach my work. I am able to walk away from the first week with a much clearer idea of how to approach prospects and what they want to hear from me versus what I want to say.”
-Felipe Hernandez, Sales Consultant,
Zeno Office Solutions, Midland, TX
Two spaces available
.Because this course includes four weeks of once-a-week private telephone sales training and coaching where I will work personally with you, the course is limited to the first 10 people who register, and there are just two spaces still available for the course beginning on Wednesday.
If you would like to register – or have questions – send me a message and I’ll get back to you ASAP.
Think about this:
The fear of rejection starts with a lack of self-confidence.
Confidence is a state of mind.
It is something that we do, not something that we are.
It is a way of thinking.
That means it is something everyone can learn.
And it is easier than you think.
I can teach you how to avoid rejection by changing your marketing approach and help you increase your self-confidence.
How do I know this?
Read what Amber Strong wrote after completing my e-Course:
“After completing Ann’s 4-week e-Course, I have experienced less outright rejection and my confidence has increased. Thank you, Ann!”
-Amber Strong, South Coast Copy Systems,
Solana Beach, California
During this private e-course, you will:
If you want to find out exactly how to start increasing your sales right away, I can help you.
Send me a message and I’ll get back to you as soon as possible.
Good news: your BTA educational discount can apply to this e-Course!
Thanks for reading – here’s wishing you a beautiful day!
And they are waiting to buy from you.
Because they know you – or your company, they like you – or your company and they trust you – or your company.
But… since they haven’t heard from you in a while, your client may get a phone call from a friendly competitor (of yours) offering the same products you sell.
Your client might even say “yes” to your competitor.
How could this happen?
Maybe, because your client hasn’t heard from you or anyone at your company for a while. And they feel neglected.
Three reasons why they have not heard from you:
1. A sales rep (not you) abruptly left your company and no one notified clients.
2. You have been too busy finding and contacting new businesses because you (or your manager) decided it’s time to increase the customer base.
3. It was assumed (you know what they say about assuming) that this client would continually buy from you, without any reminders or follow-up calls.
An Unexpected Email
This was a surprising email I received last year, from someone I had never met – who took the place of a sales rep who left her company:
“When I took this job I didn’t realized at the beginning but it turns out that to be successful at this I need to do a lot of cold calling. It also turns out I suck at it. Maybe it’s because of my fear of rejection.”
…as I told this new sales rep:
In this situation, it would not really be cold calling, if the accounts being called have previously done business with your company.
Banish the Fear
Almost like magic, the fear will disappear when you begin making those warm (not cold) calls to accounts that have purchased from your company in the past.
To her astonishment, clients were happy to hear from her!
And most bought products as a result of her call. Yay!!
Not specifically mentioning her name, but here are four lovely emails from reps who happily discovered cold (warm) calling works!
“After taking part in Ann Barr’s four-week e-Course, I’ve been more comfortable making calls and I’m getting better response from prospects during the calls. Thank you, Ann!”
- Jonathan Thacker, Indiana Business Equipment
“Everything I have learned in this course, I have been using now on a daily basis. I have been able to have better conversations with prospects and customers because of changing the way I phrase questions. Also, using the cold call email you helped me with, I have gotten more responses. Thank you, Ann!”
- Jessica Whittle, The Fax and Printer Guy
“Ann, during your e-Course I have gotten more confidence in speaking and relaying to people the information I need in order for me to help them. People seem to respond and open up to me with more information. Thank you!”
- Grace Dace, Account Executive, Maunakea Integrated Solutions
“Your e-Course was clear and easy to understand. The course motivated me to focus on my goals and I’ve had a tremendous improvement in technique and confidence. Thank you, Ann!”
- Paul Cleveland, Business Development Manager, Repro Products
Congratulations to Jonathan, Jessica, Grace and Paul – your dedication and success is exciting!
Thanks for reading – here’s wishing you a beautiful day!!
PPS – Your BTA educational discount applies to this course!
PPPS – If you enjoyed this post and want to pass it along to a friend, here’s a link you can share.
Most sales people I talk with say they NEVER leave voice mail messages.
But here’s a question for you:
How many callbacks do you get if you DON’T leave a voicemail?
You CAN get your message across, despite voice mail roadblocks.
First of all, think of the person listening to your voice mail message.
Think about ways you can make your message not only interesting, but motivational.
You CAN motivate the listener to be curious or interested enough to want to return your call.
Get their attention immediately – within the first 14 seconds, according to research by martechzone.com
4 best attention-getting voicemail tactics
Example: Mortgage company employee calling a homeowner
“Hi [prospect’s name]. This is [sales rep’s name] calling from [name of mortgage company] at [sales rep’s telephone number].”
“I’m calling you tonight to alert you about some new refinancing options that are available for your mortgage loan. Our records show that we can save you several thousand dollars by lowering your interest rate and if you would like to learn more, please call us at [telephone number]. We don’t know how long this low rate will last, so please call me back as soon as possible. That’s [telephone number]. I look forward to talking with you soon.”
Why would this message prompt a call back?
Because the caller used a benefit statement for the listener with three Positive Power words: “new,” “your”and “alert.” And the message is time sensitive.
If you are brave enough to make an hour’s worth of phone calls for three days each week – with 50 to 80 percent going to voice mail – do this:
Do not be disappointed if you don’t get a call back the same day or the next day or the next. You will see a good reason to be patient on this page – based on my personal experience.
Thanks for reading – here’s wishing you a beautiful day!
PS: Want help leaving effective voicemail messages and writing attention-getting emails?
Join my next e-Course! Send me a message and I’ll get back to you ASAP (unless Hurricane Florence gets in the way!)
Lily is not a person who would be described as a “typical” sales person.
(What is “typical,”anyway? Dictionary.com defines typical as “a person regarded as reflecting or typifying a certain line of work.”)
Not that there is anything wrong with being a “typical sales person” who is professional and knowledgeable. It is a pleasure working with professional – typical – sales people.
Lily is both professional and knowledgeable; it’s just that she doesn’t come across as what most people think of as a person who is part of the sales profession.
She isn’t overly aggressive. She IS assertive – in a friendly way.
(In the interest of privacy, you won’t see her last name or company name here.)
Though not immediately outgoing, Lily is a happy, positive person with a genuine interest in helping people.
And because of her positive attitude, prospects are drawn to her and they listen carefully to Lily when she is presenting demonstrations of products or describing facts and benefits on the telephone.
Another important reason prospects listen to her: She truly believes the products and services she sells are the best available.
In her sales position, Lily is at the top of the chart nearly every month.
She wins cruises to beautiful islands and trips to expensive resorts.
Her Secret to Success
In unique ways, Lily is a bit different from most of her co-workers.
How is she different?
Instead of using a direct close, like “would you like to place the order today?” Lily uses an open-ended question that asks for an opinion – not a decision. It is what is known as a “trial close.”
(Note: Lily has recognized how her strengths and talents contribute to her success and I’m proud to have been a part of the process. She is a true star.)
Why is a trial close so successful?
Because it is an attempt to start getting commitment – before the completion of the selling process.
And it takes away the stress the prospect may be feeling because they are not being asked to make a decision at this point.
Exactly what the word implies, a trial close question is a test to see how near the prospect is to buying. And it may be used any time prior to the close.
Without the risk of a final “NO,” a trial close is like a report card that tells you how the prospect is reacting to your presentation.
1.) “How does that sound, so far?”
2.) “What do you think?”
3.) “How do you think that would work for you?”
After using a trial close question, listen carefully to the answer and you’ll know how to proceed.
Why a Trial Close Question Works Well