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Daily Sales Tip – Cold-calling pitfalls to avoid
Sales consultant/author C.J. Hayden
Here are three pitfalls usually associated with cold calling. You may correct them with a change in attitude:
– Making the cold call approach confrontational rather than consultative. When prospects feel confrontation, they often feel provoked or challenged. Salespeople who are too anxious to close the sale in a cold call decrease the odds of closing. Successful salespeople get a clear picture of the prospect’s objectives and show how their product or service will meet them.
– If the prospect feels pressure rather than help. When prospects feel pressure during a cold call, they feel that demands are being placed on them. Creating demand and force won’t work in a cold call. Patience, respect and understanding will give the salesperson a good feeling for the prospect’s motivation to buy.
– When the salesperson shows self-focused goals rather than prospect-focused ones. Prospects have a multitude of choices of how and what to buy. Effective salespeople help, support and share knowledge with their prospects, especially during cold calls.
If you work in Central Pennsylvania and own a business, I’d like to talk to you about working together to help you grow your business. Contact me atKeith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757
