Cold calling are two words that can make many salespeople uneasy, especially if you are just learning how to sell.
11 Ways to Make Cold Calling Easier
1) Be prepared.
Know your cold call, have all materials with you, and be ready for anything to happen. The more prepared you are, the more confident you will be.
2) Accept the nerves.
Being nervous is normal. Accept it as part of being human and as part of the cold calling landscape.
3) Don?t take the rejection personally.
People aren?t rejecting you; they?re rejecting your offer. If someone does not want what you are selling, the reason has to do with that person, not with you. For all you know, the person?s pet dog may have just died and so he is in no mood to talk to anyone at the moment.
4) What?s the worst that can happen?
No one ever died from making sales calls. Who cares if someone says no or is rude to you for five seconds, or otherwise rejects your offer? The worst thing that can happen is that you?ll have to call on someone else.
5) Rejection is part of the cold-calling territory.
If you?re cold calling, you will run into rejection from time to time no matter how good you and your product are.
6) One lead, or lack thereof, will not make or break you.
There are plenty of people to call on and there will be plenty of opportunities to present your product and get many yes?s.
7) Before the call you?re at Ground Zero.
So if you end up with nothing, you?re no worse off than you were before the call.
??Read their annual report and absorb as much information as you can.
??Search newspapers for articles, advertising, and other information.
??Do a search via the Internet for articles and other items related to the company. If you type a company?s name into a Google search, followed by the word ?scam,? you can often discover if a company has been involved in any recent scandals. Just don?t put quotation marks around the phrase.
??Ask people with whom you are doing business in that industry what they know about the company, or if they know any important individuals within that organization. Ask them to refer you to those people.
??Ask around. Find any colleagues or other business partners who have had any contact with the company.
While the CEO may be the top dog in the organization he/she needs to wear the hat of top sales person like he/she has never worn it before. This idea of selling MUST become the mantra of the organization and bleed through to every employee of the organization. Selling is no longer limited to a sales team and or to ?certain? people. The individual and organization?s survival is dependent upon the organization?s ability to sell products despite the economy. From accounting to management the skill of selling must be made the heartbeat of the organization and this can only be done through consistent and daily sales training where the group is reminded daily that selling is everyone?s job and the only way out
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