Comments on: 5 ways to overcome cold call reluctance

By: Thom

Thom — Thu, 05 May 2011 15:55:43 +0000

Good overall advice, but shouldn’t you also note that “call reluctance” is a federally registered trademark and get permission from the owners before you use it? It’s also the title of a best selling book that’s been popular for years. Failure to note really obvious and well known things like this really degrades the crebility of otherwise great web sources of information for salespeople. I know in my case, I think well, “if they don’t know about something as established as this, how much do they really know? Can their advice be trusted?”

By: Kevin Kary

Kevin Kary — Wed, 10 Feb 2010 19:09:08 +0000

I used to keep a small mirror on my desk so I could look at myself while I’m talking. I know it sounds silly but when you’re smiling prospects can sense it, and when you’re not smiling they can sense that as well. I think I may go back to some of the tricks I learned 30 years ago just to keep fresh.

By: Alphie Kilgus

Alphie Kilgus — Fri, 08 Jan 2010 14:19:25 +0000

Sales is a numbers game.
More calls = More contacts = More opportunities to set appointments = More appointments = More opportunities to do business = More business. I’ve been in sales for over 20 years and the first call of the day has never gotten any easier for me…but once that first one or two are out of the way — look out!

By: Terry Grover

Terry Grover — Thu, 07 Jan 2010 19:28:09 +0000

Establish Rapport
One you get a “no for now” response quit selling. Ask questions, the more personal (but appropriate) the better. A “How’s the weather in xxxxx?” question could lead to finding out what the prospect likes to do outside of work. Do the fish, hunt,? Do their kids play sports? Anything to get the person talking about themselves, even in a business sense, will help open the door when it comes to a follow up call. Make notes and refer to the things they disclosed in your first conversation. People buy from people, especially ones they like.

By: Joel Valez-Stokes

Joel Valez-Stokes — Thu, 07 Jan 2010 17:49:53 +0000

A little piece via SALES HQ
No Does Not Mean Never! When you’re turned down for a sale, whether you’re able to gather more information or not, don’t give a “no” more weight than it merits. If you find yourself panicking that it’s all you’ll ever hear or that you’ll never meet your quota, remind yourself that it’s just one sale. Every salesperson hears “no,” and it’s no indication of how your next meeting will go.

And don’t forget, if you field this “no” with finesse, the person who didn’t buy may be left with fond enough feelings to find a way to send future business your way. Establish whether you can call on the prospect again in the future (be specific about when, suggesting a time when the circumstance that led to the “no” may have changed), and make sure your clients know that they can call you as well.

By: Vince C

Vince C — Thu, 07 Jan 2010 16:51:30 +0000

Prepare in advance a “NO” strategy. Let it be your bridge for permission for future follow up calls to contribute solutions to problems the prospect may or may not know exist. Interesting research and intelligence are excellent tools to accommodate this. Knowledge is power and by offering it as an incentive to sample your value…your value will increase. Just make sure your future follow ups are customer value oriented.

By: Mark B

Mark B — Thu, 07 Jan 2010 13:53:13 +0000

Create some friendly competition with someone on your sales team for dials and conversations. I’ve always found this a healthy way to keep the phone dialing. Anyone who is serious about making sales a career is usually competitive and always wants to be number 1. Additionally, phone time is contagious. If you’re the only one being heard in the office, eventually others will follow suit whether it’s because they don’t want you outselling them, or they don’t want to stand out for NOT being heard. This can create some solid momentum for the entire team because it’s easy to make calls when you hear everyone on the phone talking.

By: Jacques Werth

Jacques Werth — Thu, 07 Jan 2010 11:37:30 +0000

Almost all people buy in their own time, for their own reasons. If they are not ready they will resist a cold-caller. Thus, attempting to get prospects to do anything during the first call is counter-productive.

Learn how to turn cold-calls into warm-calls. Then, over 90 percent of the prospects you called initially will welcome a series of subsequent prospecting calls. And, they will be favorably disposed to you when they are ready to buy.

By: Rob S.

Rob S. — Thu, 07 Jan 2010 00:51:07 +0000

Great tips on this list. I don’t know if anybody really loves cold calling, but it’s absolutely essential in building an maintaining your sales pipeline.

By: Kent J

Kent J — Wed, 06 Jan 2010 21:38:44 +0000

Have a calling buddy. Agree with a fellow sales person, in a different company probably, to call each other in the morning and make your ‘pitch’. Role play if necessary. Then immediately after that call pick up the phone.. have the list ready.