Dread making that next cold call?

By First Approach

February 15, 2013Edited by Admin

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Do you panic or, get a sense of dread every time you know you need to cold call?

Do you wish that prospects treated you with the same amount of respect, or even dignity they offer to people they already know?

The key to being treated as a peer vs. a cold caller or “sales person” lays in being authentic.

How do you respond when you’re the “prospect” and a sales person attempts to immediately know the solution to your need? Says they have the best deal for you? Tells you they are the one you can trust or tries to close you that day?

The fear, the dread all comes back to ground zero – the fear of rejection.

Bottom line, you don’t have to have the perfect fix, price or solution from the first hello. In fact, suggesting that you do is not only counter productive, but alienates a prospect from further discussion.

How can you possibly know what someone needs or wants before they’ve had the chance to tell you what they need or want? How can you possibly know what their urgent need is that day, week or month? Simple answer, you can’t.

All the advance research in the world isn’t going to help here and likely, will work against you if it becomes part of an introductory sales pitch or elevator speech.

In today’s day and age, prospects have little time to squander and even less time to waste on cold callers. What prospects do have time for are those who can bring value and most importantly, those they can trust and partner with.

Prospects value relationships and relationships are between people, not products or services. Take the time to sell yourself first and remember, its “you” that you are trying to sell.

Don’t have the magic wand, the perfect solution to their needs? Why don’t you try starting with that? You may not offer an immediate fix, leading to an immediate sale, but you’ll establish something even more important, that you are honest and therefore potentially a good partner.

#blog