Why "More" Cold Calling Tips Usually Don't Work

With some bazillion "sales secrets" flying at us from equally as many sources we sellers start to wonder, "what's wrong with me that these cold calling tips aren't delivering big time results?"

One group of sales professionals has grabbed hold of the phrase, "Is this a bad time?" They open every cold call with that sentence (as they were taught to do) and settle into a routine of making 100 to 600 cold calls and expecting one appointment.

What this phrase does for them is gives them verbiage to use and predictable results. In the short term this allows them a bit of relief as they have a sense that they are doing what they should be doing during cold calls to prospects.

In the long term this is the path to total, possibly irrevocable burn out.

Here's the problem. These sellers have yet to evaluate how the tactical phrase, "is this a bad time" serves them. There is a lack of evaluation of the pros and cons of using that phrase. There is a belief that the phrase itself will serve them well. There is a short term sense of relief because they are trying something different from "the same old patter" that got them zero appointments.

By way of brief example here's what evaluation "looks" like:

Pros:

• By using the phrase "is this a bad time" the seller appears to be taking the prospect's busy day into account;
• This is a polite way to ascertain whether or not the prospect is in a position to take an unexpected call.

Cons:

• By using the phrase "is this a bad time" the seller's first words plant negative thoughts in the brain of the prospect.
• Fact is, just about anytime in the day of a busy person is indeed a bad time for an unexpected call.
• This phrase positions the prospect to say, "no I do not have time to talk, this is a bad time" leaving the seller in the position of identifying a "good time" ... tough to do when the prospect is clueless as to what the call is about.
• As the seller then tries to explain what the call is about, the prospect becomes agitated because it has already been made clear this is a "bad time".
• Although, the intent behind using this phrase is to be polite and considerate of the prospect's time, the impact is something else altogether.

The tools of our trade as sellers are words. As we catch our cold calling rhythm the words flow seemingly effortlessly as do our results. "Lift the veil of thought" and you will see that a successful cold calling rhythm rests on a rock solid base of sophisticated thoughts.

Begin your own sophisticated thinking by doing this: take a few minutes, find something you can write fast with, dump all of your "cold calling scripted words" that pop into your head.

Do not analyze or evaluate.

Later, you can figure out the impact of the words. For now just dump. Capture it all without feeling a responsibility to evaluate a thing.

Then when you are ready to come back with objectivity, put on your "extraordinary sales professional" hat and determine which words serve your purpose and which ones don't.

These are two separate steps. Don't confuse them, rush them or try to do both steps at once.

From now on, as you make changes to your scripts, make use of this cold calling tip - think about the changes, really give thought to pros and cons of each change. Brainstorm with other sales professionals, friends, even family members. Ask them, "what are the thoughts you think when you hear these words on the phone?" Implement the changes that serve you well. Repeat as needed.

Visit: www.coldcallingexecutives.com

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