Cold Calling Consciousness

Too many cold calling disasters come from the seller's inattention to figuring out what he/she is doing correctly and figuring out what needs improvement.

We are tempted to allow the next greatest cold calling tip consume our attention at the cost of forfeiting what has been working for us. Or we have an unwavering, defend-to-the-death-devotion to the way we learned cold calling. We convince ourselves ours is the only way cold calling should be done, regardless of the results yielded from that learning.

Sales pros who engage the brain in thinking about every aspect of the cold calls are the ones who are destined to succeed.

Here's the natural progression for many a cold caller:
- try scheduling a few appointments and get them
- go to training, try scheduling a few more appointments and don't get a single one
- faithfully persist in cold calling, trying to schedule appointments, get precious few appointments for the amount of energy put into cold calling (low ROI), and experience burn out
- begin believing cold calling is a worthless tactic and/or that you will never figure out cold calling

Dig a bit deeper. Consciously, deliberately see yourself as an observer would see you and the above scenario pans out like this:

"In the beginning the seller didn't know what to say or do, so he/she made cold calls to prospects; and in a natural, conversational tone of voice listened to the prospects, asked for an appointment and got it.

After training the seller sounded canned; a bit too polished; as though no matter what the prospect had to say the seller was going to get his/her scripted words out no matter what.

Then, the seller became noticeably irritated and depressed just looking at the telephone. He/she allowed anything and everything in the day (including dusting his/her desktop) before attacking the process of cold calling."

You do not need to allow this scenario to play out in your cold calls. Be consciously aware of all that transpires during a cold call. For example, learn how to greet every prospects' "hello" as though you were brand new to cold calling. Really, listen to what your prospects have to say. Then, ask them your questions. Maintain a conversational tone throughout each call.

Newbies are conversational because they do not know how else to be.

Seasoned sellers are conversational because they have learned that is how their prospects are well served and how the seller ends up getting appointments.

Sales pros who are in between, those who are destined for successful cold calling learn self-control and practice being conversational. They fight the temptation to sound as though they are reading/speaking from a canned script. They consciously keep the tone of their conversations, well, conversational!

Eventually, you will want to experiment with new tactics, but take care not to forfeit the parts of your calling that bring you success. Do examine all of the elements. Keep the practices that bring you success. Drop the practices that do not contribute to your success. Consciously cold call.

Visit: www.coldcallingexecutives.com

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