Cold Calling tips and tricks

I don’t know if there are any

Keith Rosen, the author of “The complete idiot’s guide to cold calling” completed a survey within his book.   He asked 254 salespeople from different industries with various levels of selling experience to rate how effective they were at five basic sales activities:  cold calling, needs analysis, presenting, follow-up, and closing.  Starting with what they felt they excelled at and ending with what they deemed to be their weakest link, here’s what they reported.

Greatest Strength – Presenting

  1. Closing
  2. Needs Analysis
  3. Follow-Up
  4. Weakest Link – Cold Calling

 

Part 1: The inner game

Most sales jobs in today’s day and age require a “hunter”.  Yes, some account managers don’t need much of a hunter mentality to be successful, but even if you are managing one retailer exclusively, it always pays off to hire someone with somewhat of a hunter mentality.

Keith Rosen, the author of “The complete idiot’s guide to cold calling” asked 254 salespeople from different industries with various levels of selling experience to rate how effective they were at five basic sales activities:  cold calling, needs analysis, presenting, follow-up, and closing.  Starting with what they felt they excelled at and ending with what they deemed to be their weakest link, here is what they reported:

Greatest Strength to Weakest Link – Presenting, Closing, Needs Analysis, Follow-Up, Cold Calling

He then asked them to rate the importance of each activity, starting with the most important sales activity.  Here is what they came up with:

Most important to least important – Cold Calling, Follow-Up, Needs Analysis, Closing, Presenting

It makes sense, being awesome at prospecting is often the key to being a top producer.  Most likely, cold calling (or ‘warm calling’) will be incremental to your prospecting system.  And in order to be a great cold caller, one needs to overcome fear.  Here are Keith Rosen’s nine steps to mastering fear:

Keith Rosen, the author of “The complete idiot’s guide to cold calling” asked 254 salespeople from different industries to rate how effective they were at five basic sales activities:  cold calling, needs analysis, presenting, follow-up, and closing.

Here is what he found:

Greatest strength to Weakest Link – Presenting, Closing, Needs Analysis, Follow-Up, Cold Calling.

He then asked them to rate the importance of each activity, starting with the most important sales activity.  Here is what they came up with:

Most important to least important – Cold Calling, Follow-Up, Needs Analysis, Closing, Presenting.

The salespeople who actually enjoy cold calling do so because they are, in fact, warm calling.

They have created a process that they can follow and actually have fun doing it.

They derive pleasure from the prospecting process because they have developed the right attitude, approach, and prospecting system that generate consistent, long lasting results.

Top producers have learned what average producers haven’t:  to feel their fear and do what needs to be done anyway.

Here is the 9 step process Keith Rosen outlines on overcoming fear:

  1.  When you feel the sensation of fear overwhelming you, allow yourself to experience the feeling of fear, rather than freezing.
  2.  Breathe!  Once you have recognized the fear, focus on how you are presently breathing.
  3.  Recognize this is an opportunity to grow and learn.
  4. Give fear a name by labeling it.  Figure out what you are afraid of.
  5. Embrace the feeling by saying “While the feeling of fear is real, what I am actually fearing isn’t real because it is based on a possible negative outcome which hasn’t ever happened!”
  6. Shift your focus to the outcome that you want to create instead of what you don’t want.
  7. Take action. You know the outcome you want to achieve, what steps can you take to get there?
  8. Redirect your thoughts and energy back to the present moment in time and what is actually happening in the now as opposed to a future anticipation.
  9. How can you upgrade your belief that triggers this fear?  If this fear surfaces again, how can you change your thinking so that it enhances and teaches your something rather than consumes you?

Now that you have a step by step guide to becoming fearless, it’s also important to recognize the fuel you will use to drive you.  It’s better to find an energy source that will pull you toward something you want to create, something pleasurable, rather than fear…

Here are a few fuel sources that Rosen offers:

  • Knowledge and lifelong learning
  • Giving value to others and helping others
  • Product / Service
  • Excellence
  • Family
  • Relationships
  • Lifestyle
  • Creativity
  • Adventure
  • Money

At the end of the day, anyone who is a hunter needs to find a way to find people that will buy from them.  Cold calling is still a valuable approach, and overcoming fear is a key ingredient to success.

To all the hunters and soon to be hunters out there, keep being fearless!

  1. Upgrading your mental operating system
  2. Thinking like a top producer

Part 2:  Building your expressway to new business

Part 3: Transforming cold calls to warm calls

Part 4: Cultivating our selling opportunities to close more sales

Part 5: The Winner’s Circle – Securing your position at the top

 

 

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