Archive for June, 2007
Why Do Sales Pros Hate Cold Calling?
Tuesday, June 19th, 2007Hate may not be a strong enough word to describe the feelings most sellers have toward cold call prospecting, but for our purposes it will do.
Sales pros are among THE most intelligent people among all of the professions. You’ve gotta have something going on for you upstairs to be able to rely on your mental [...]
Cold Calling Pre-Approach Letters and Emails
Thursday, June 14th, 2007“Leslie, your book doesn’t discuss the appropriateness of scheduling phone meetings (one-on-one web conferences) with Top Executives. Is this appropriate?
Also, does it makes any sense to attempt to soften the sales by sending an email to the executive using the same benefit statements to try and elicit positive interest? ”
Shelia
Absolutely one-on-one web conferences are appropriate [...]
Even More About Your Unique Selling Proposition
Thursday, June 7th, 2007Many of you let me know that the books, DVDs, and CDs are a great way to begin the process of changing your mindset to that of a successful cold caller. And many of you let me know you want some one-on-one time to customize your particular benefit statement. Steve is no exception.
During a recent [...]
Learn About Cold Calling from Telemarketers
Wednesday, June 6th, 2007The title of this post may seem like an oxymoron to some of you … much like “military intelligence”. No offense to our amazing troops but you know what I mean.
A telemarketer just called me from a call center. She said she was with Discover Credit Card Merchant Center and she had a no obligation [...]
Cold Calling Tricks You Must Not Do - EVER
Friday, June 1st, 2007This one trick moved to the front of my mind as I was on the receiving end just now.
A seller called my office and got a hold of my assistant. Same seller really messed up the call and called back later … with a disguised voice.
My opinion of this kind of tactic? Don’t do it [...]