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Just the
thought of cold calling sends us
into a cold sweat
and we begin to shake and convulse.
I
have been told many a time “I would
rather jump out of the window or have burning bamboo shoved under my
finger
nails than cold call”.
But
how can it be that bad, what’s the
worst that can happen; they say no, not exactly life threatening but
all the
same cold calling receives loathing and dreading in seismic proportions.
I’ve
yet to meet someone who says they
enjoy cold calling and really mean it.
So
what is the problem, is it a cultural
issue where people feel it is just not the done thing or is a personal
one were
people just do not enjoy the constant rejection, and lets face it very
few
people do enjoy being rejected time after time it can become very
depressing.
Whatever
the reason when having to cold call the
majority of people seem to lose the ability to speak and start
jabbering like a
psychotic chicken.
This
typically comes from the stress
that we unduly put ourselves under. We struggle to think and completely
lose
our composure.
Part
of the problem is that without realising it we typically focus on all
the negative
things that can wrong and because of this they usually do.
If
you have to cold call as part of your
overall sales campaign there are a number of points to consider.
 People tend to make up there
mind about you
in the first five to ten seconds
Therefore
it is vital to plan your call
building in a hook to gain their interest during the critical first few
seconds.
Be
aware, people will constantly keep asking
themselves what’s in it for me; make sure you articulate the
potential
benefits clearly and concisely.
Have
an objective and keep it in focus at all times.
Engage
the person in conversation by asking
questions; but make sure these are not intrusive; you have to earn the
right to ask
high value questions that comes later.
Mentally
prepare yourself before each call;
invariably it’s how you come across not what you say that will win the
day.
When
working with people I often find that
they can make a good call then go to pieces on the next one because
they did not
mentally focus on what they were about to do.
If
you would like more information on cold
calling sessions please call David Howard
on 01494 815599 and I would be happy to talk through your requirements.
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