Making cold calls can be scary. Here are some proven phone techniques to help get you motivated and successful on the phone.
Overcome Your Fears of Lead Generating Over The Phone
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Sales teams that don’t adapt, don’t sell
Recently I provided sales performance coaching to the owner of a skin care company with an unusual product line that targeted people with sensitive skin and athletes. Within 90 days I taught her to focus on understanding personality styles, nonverbal and verbal cues, and other sales methods which led to a 45 percent sales increase. Not bad for a short amount of time.
What this business owner didn’t understand before the coaching was that people’s buying habits and needs have changed since 2008 because of some of the worst economic times we’ve seen in 100 years.
What we use to get away with in sales and management before 2008 is not effective now and will not be effective in the coming years.
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Prospecting is a game of accuracy
You can not hit a target unless you know what you are aiming for. Better accuracy occurs with a clear concise target. As a professional sales person if you waste time with a suspect that you think is a prospect that will turn into a lead you have just lost a lot of time and money. When we do not have enough business we lose the accuracy of our prospecting efforts and we get desperate. Just because a person would like to speak to you about your product or service does not qualify them to be a lead. Here is a question, do you have a well defined standard for your leads? The higher the goal, the higher the standard you need to have when you prospect for leads. When you get a name that you have not pre-qualified it starts out as a suspect. When you speak with them it becomes either a prospect or a name that goes into the trash can.
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Can you believe that shift?
As a sales performance coach I can see how difficult it can be for my clients to transform themselves so that they can succeed in this current economic shift. Most individuals want to fall back to behaviors that have worked for them when the market was in a different climate. These old behaviors have proven to get them buy in the past which gave them a very false sense of security for today. If a person has a very big ego the harder it is for them to adapt and change. Continue reading
Are you in the moment or are you chasing shiny objects?
As I coach my clients I have noticed that distractions are limiting the growth potential of individuals who want to succeed at greater levels. Some are stuck in limiting behavior patterns that destroy their hope to more income and less stress. One of the most common limiting patterns is allowing distractions to interfere with what we should be doing at any given time.
We have so much coming at us all day long that we do not know what to do first… should I take the call?, should I tweet?, should I check my Facebook?, should I text?… no I will just call? or, if you dare… write a note… should I work on paperwork… etc. Continue reading
