Edit ModuleShow Tags

Top 12 rules for cold-calling success


Published:

One thing I always say in my training sessions is, “Salespeople will not look for places to be rejected.” No wonder so many are averse to cold-calling. They also might see it as an exercise in futility if they do not apply some rules that help make cold-calling more successful. Maybe these can help.

1. 70/30 Rule: You talk 30 percent and listen 70 percent because you can’t learn anything when you’re talking. By the way, no salesperson ever “listened their way out of a sale.”

2. 3 x 9 Rule: Make three new calls by 9:00 a.m. every day and watch your sales increase.

3. The last call has no bearing on the next call. Forget it and move on.

4. Accept the fact you’ll hear no’s. Some will, some won’t – so what? So  move on.

5. Maintain a positive attitude (you are a “10” inside and no one can impact that unless you let them)

6. Separate your identity /self –worth from your cold-calling role. Calling is just a “role,” and that’s all it is.

7. Learn from each "no" and each call.

8. When dialing, stand up. Sitting shrugged over at a desk, making those dreaded calls, impacts your diaphragm and therefore impacts your tonality negatively.

9.  Make your opening count (again, tonality matters). It’s not always what you say, but how you say it.

10.  Get before you give. Make sure you are in the habit of getting information before you give it. Too much giving information also means you’re not listening.

11. Uncover your prospect’s compelling (emotional) reason why they buy, and I can assure you it’s not the intellectual feature and benefit style you have been taught to pitch. People buy emotionally, and they justify it intellectually.

12.  Don’t  sound like a traditional salesperson. No need to explain more here. We all know what that sounds like.

Edit Module
Gary Harvey

Gary Harvey is the founder and president of Achievement Dynamics, LLC, a high performance sales training, coaching and development company for sales professionals, managers and business owners. His firm is consistently rated by the Sandler Training as one of the top 10 training centers in the world. He can be reached at 303-741-5200, or gary.harvey@sandler.com.

 

Get more of our current issue | Subscribe to the magazine | Get our Free e-newsletter

Edit ModuleShow Tags

Archive »Related Articles

How Infinity Park turns great ideas into amazing events

If you've got an idea, the Infinity Park Event Center staff can turn it into an event. "We have some incredible space in the event center that's very much akin to a blank canvas," General Manager Bobbi Reed says.

The best ways to share wealth with family

Cash gifts allow the recipient to spend the funds on any item or experience they want – which can be both good and bad. Small gifts of cash may do no harm, but what if the gift is a more sizable amount?

How to exercise in the heat

Summer is a great time of year to spend time outdoors, but with the dog days of summer fast approaching, exercising outdoors in the extreme heat comes with some risks. Here are some tips for safely exercising outdoors in the hot summer months.
Edit ModuleShow Tags

Thanks for contributing to our community-- please keep your comments in good taste and appropriate for our business professional readers.

Add your comment: