Download - Learn to enjoy cold calling by exploding 10 old myths.

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Page 1: Learn to enjoy cold calling by exploding 10 old myths.

LEARN TO ENJOY COLD CALLING BY EXPLODING THE

10 OLD MYTHS

Page 2: Learn to enjoy cold calling by exploding 10 old myths.

MYTH # 1: COLD CALLING IS A NUMBERS GAME

Reality: Sales is only a numbers game when all you know is traditional cold calling. Yes, you can call people over and over; chase them until they listen to you so that you just go away. However there is a better - easier method of building trust and getting your product or service message across - all on one call. Think quality over quantity - simply by changing your sales approach you'll make FEWER CALLS and MORE SALES. 

Page 3: Learn to enjoy cold calling by exploding 10 old myths.

MYTH # 2: WITH EVERY ‘NO’ YOU GET, YOU ARE GETTING CLOSER

TO A ‘YES’

Reality: You will never be close to a yes unless you are doing the exact thing required and doing it right. The preceding ‘no’ can never guarantee you 'yes’. Practice does make you better at what you are doing but only if you have the passion and willingness to learn. So remember you do not have to go through the 'No’s' before encountering a Yes.   

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MYTH # 3: YOU HAVE TO BE A GREAT SALES PERSON TO BE ABLE TO GET GOOD RESULTS ON COLD CALLING.

Reality: Not at all. The best people are normally those who naturally are courteous, professional and strive to take an interest in the prospect. Prospects are now much more aware of the ‘sales tactics’ used by over polished sales people. So being yourself and remembering to focus on finding out about the prospect not flogging what you have will open doors for you!   

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MYTH # 4: UNDERESTIMATE THE GATEKEEPER AND DO NOT GIVE THEM ANY

INFORMATION

Reality: Anyone you interact with over the phone may be a prospect or an influencer to the decision maker. He may even be the decision maker in disguise trying to extract the truth; therefore, do not take the gatekeeper lightly. Treat them with respect but remember not to give too much away - save it for the right person.  

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MYTH # 5: GIVE-UP ON A PROSPECT AFTER 4 ATTEMPTS

Reality: If your prospect suits the criteria of one you want to do business with, never give up! Phoning back when you say you will helps build trust and credibility. Unless a prospect asks you to no longer call them then continuing to call should not prove a problem. Remember to be professional at all times.

The saying ‘opportunity is never lost it simply passes to the next person’ is so true. So if you can’t be bothered to call back – guess what you’re competitor won’t forget!  

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MYTH # 6: USING SCRIPTS IS EFFICIENT IN GRABBING PROSPECTS ATTENTION

Reality: People can tell when you're reading from a script, even if you think you're pretty good at it and getting away with it. There's nothing personal about it and people can pick that up. Being artificial just puts you into the typical "Salesperson" category. If you can learn to get your message across in a different way, you'll eliminate the negative triggers that can lose your sale within seconds  

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MYTH # 7: COLD CALLING IS JUST FOR THE INITIAL STAGES FOR THE BUSINESS

Reality: A business’s main purpose is to generate maximum profit. Why say no to a business opportunity when telesales is a guaranteed source for bringing in prospects. Cold calling should never be eliminated, it should form part of your strategic sales plan.  

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MYTH #8: OPEN THE PHONE BOOK, MAKE CALLS…..

Reality: Random calls made to random companies will not result in business. Research your calls, make sure you are talking to your target audience. Understand your sector and how you can add value and benefit to whoever you are calling.  

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MYTH #9: CLOSING THE SALE IS THE END RESULT

Reality: The goal of a sales person should not be just about closing a deal. Instead, you should focus on determining if you and your prospect are the right fit. By focusing on this, you can alleviate the problems and develop trust and natural dialogue. Your prospect will develop confidence in you and a business relationship will start to emerge..   

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MYTH #10: COLD CALLING IS DEAD

Reality: Cold calling today is direct, targeted and above all it’s a communication skill. Those who disparage cold calling are totally missing the point. The bottom line is that no matter where you find a lead, whether from networking or a referral (or even if someone calls you) at some point you will need to speak with that prospect on the telephone and if you are not able to communicate the value of the product or service that you represent, you won't get the customer.  

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MY FINAL NOTES

•Be clever - do not fall for the myths about telesales and cold calling.

•Be a smart cold caller and pilot your own career; once you let go of these myths, you will eventually master the art of cold calling. Within no time you will willingly want to use cold calling alongside other prospect methods.

•After all, a cold call is equivalent to meeting a stranger in person or attending a networking meeting and developing a mutually beneficial relationship

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CONTACT DETAILS

Presentation by: Audrey BodmanCompany: Outshine LtdWebsite: www.telephonetraininguk.co.ukLinkedIn: http://uk.linkedin.com/in/audreybodman/Email: [email protected]