Posts from — December 2009

Cold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to make cold calls. However, unless you deal with an established set of accounts, you will, at some time, be required to cold call in order to generate sufficient leads for your business.

Having said this, even the most seasoned sales professionals often resist this strategy unless they are poked, prodded and pushed by their manager. Excuses include:

“I don’t like the rejection.”  Read more...

From the outside, selling seems like a fantastic career. Many sales people get to travel, attend trade shows, go to conferences, socialize, and earn a ton of money. However, those of us in the profession know that selling can be intimidating.

Cold calls. Objections. Frustration. Rejection. There are many occasions when we encounter resistance from buyers, or have to defend our price, or venture into new markets, or deal with cranky decision makers. It’s no surprise that many people who get into sales end up choosing another career. It takes a lot of hard work and determination to become successful in sales.  Read more...

If you have to make cold calls as part of your sales process – either to set appointments or to find potential clients to sell your products and services to – then you know how hard it is to overcome initial resistance and establish rapport. Let’s face it, people don’t like to be bothered by a sales rep they don’t know.

Think about your own reaction when you get a call at home from a telemarketer you don’t know. As soon as they begin their pitch, your eyes probably roll up and you begin thinking of ways to get off the phone.  Read more...