 |
|
|
Health Check
Wellness Clinic - Provide Budget & comprehensive screening
package
Log in
www.healthcheck.sg for
detail
|
Why Are We All So Afraid?
What can strike terror into the heart of even the most successful sales professional or entrepreneur?
Cold Calling.
What can crush self-confidence, destroy self-esteem and leave even the most seasoned sales professional quivering with humiliation and defeat?
Cold Calling.
But why?
Every culture has its myths and stereotypes, and one of ours is the stereotype of the manipulative, unscrupulous salesman. The term "sales" conjures images of untrustworthiness and deviousness. We have the stereotypes of the "traveling salesman," the "used car salesman" and, of course, the "telemarketer."
These terms do not literally describe what the person is selling; they take on a larger meaning. For example, our cultural translation of "used car salesman" is not simply someone who is selling used cars, but instead means someone who is unethical, uncaring and will pressure you into a sale that is not necessarily in your best interest. "Telemarketer" has come to mean not just someone who sells over the telephone, but someone who interrupts your dinner, doesn't listen and tries to pressure you into meaningless, valueless purchases. It can also mean someone who is running a scam over the telephone, usually preying on the elderly.
This is not the reality of individual telemarketers or used car salesmen. It is the stereotype. And these stereotypes do a huge disservice to most salespeople. Far too often, salespeople buy into these stereotypes, these images of untrustworthiness, placing themselves, in their own minds, on a lower level than their prospects.
If you buy into these negative images, you are at a disadvantage before you even pick up the telephone to call your prospect. It is imperative to change the way that you think about this process. Examine your intent:
· Is your product or service meaningful?
· Does it provide a benefit?
· Do you believe in the value and benefit of what you are selling?
· Are you doing the best that you know how to insure that your customers get what they need?
If your answers to the above questions are that you have a meaningful product or service, it provides value, you believe in your product or service, you are doing your very best to insure that your customers get what they need-if those are your answers, why then, you don't fit the stereotype. Stop acting as if you do! Stop apologizing. Stop feeling uncomfortable. Proceed with pride and integrity.
But there are some additional reasons that people fear cold calling. When you are face-to-face with someone, you have all of the visual cues to help you through the sales process. How does the person look? How is she dressed? What are her facial expressions? Does she make eye content? Is she smiling? Is she frowning? We instantly and intuitively assess these cues, and they help us determine what is happening in our communication.
On the telephone, you have none of those cues. That's what makes it so scary. It's as though you are suddenly blind, and you cannot tell what is going on. It is important to train yourself to listen very deeply when you are on the telephone-you must hear those cues that you would normally see. And remember-your prospect has no visual cues either! That is why it is imperative to use your voice expressively and have a clear message.
© 2004 Wendy Weiss Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, author and sales coach. She is the author of Cold Calling for Women and the recently released Cold Calling College. Get her free e-zine at http://www.wendyweiss.com.
|
Get Checked Before
Complication Strike Log on to
HealthCheck.sg - All
nationalities welcome to enjoy the privilege and offer corp
price .
|
|
|
|
|
RELATED ARTICLES
An Introductino to Insurance Lead Generation
It is vital that insurance salespeople have a steady stream of leads. Often, people don't even know about a particular type on insurance and it is up to a salesperson to explain it to them. The salespeople must have good leads in order to know who may be more open to purchasing certain types of insurance.
Letting Them Use Plastic
Obtaining merchant status will help to increase your sales.
Why You Buy, Part Three
Still more discoveries from the recent studies in behavioral economics:
Open Your Introduction With A Firecracker Moment
The number one requirement, whether you are a business owner
or an employee, is to be able to say what you do, and say it
with influencing results. Through testing, I have seen,
experienced, and received feedback that an elevator speech
no longer works. My test results show that elevator
speeches are too slow and too boring. People know what's
coming and have mindfully tuned out it out before the first
sentence. Elevator speeches don't stop the listener in
their moment, which is exactly what you need to do. An
introduction that starts with a firecracker impact does stop
them in their moment.
Why Are We All So Afraid?
What can strike terror into the heart of even the most successful sales professional or entrepreneur?
How to Revive a Dead Lead
It's easy to spend days, weeks, or months speaking with a prospect, working up to a decision to buy. This is especially true if your prospects are in larger companies.
Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit to learn. Each of the reasons play into the way you want to present your sales information. Studies completed by the United States Department of Education (USDOE), Commission on Nontraditional Study and surveys conducted by the National Center for Education Statistics (NCES) show little change in why learners keep wanting to learn since 1964.
How to create your own Unique Selling Proposition
Why would a prospect buy from you rather than from your competitor?
Leave a Better Voice Mail Message
Yesterday I received a call from a financial planner named Richard doing a cold call. My policy is to always return those calls which help me to understand why I would personally benefit from doing business with a sales person. This one didn't, so it ended up getting deleted.
Can You Use Hynotic Like Statements To Sell More Products?
As I become more successful with my internet business I have become interested in ways to move my business to the next level.
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. After becoming familiar with their concepts and methods, I've come to believe they are correct: they are definitely on to the next iteration. But of what?
10 Mistakes That Reduce Profitability
In my professional experience as a sales and marketing coach/consultant, I've had the opportunity to work with a number of small business owners on various issues related to sales and marketing. The owners who are struggling to keep their businesses afloat tend to engage in some, or all, of the following mistakes that reduce profitability.
Generating Sales Leads
Any company that relies on selling a product or service needs strong sales lead generation. A sales lead is a prospective customer. Businesses try to get as much information about their sales leads as possible. They need to find out what makes this person a potential buyer of their product. Many sales-based businesses develop lists of potential customers. They use different tactics to come up with these lists. Some of the most common methods of customer lead generation are referrals, telemarketing, and advertising.
Three Ways to Increase Mortgage Applications
If you are in the mortgage business, the very first thing you need before you can get anywhere, is an application.
Why Cold Calling Is Dead
Our world of selling is closed off from other areas of business that continue to
adopt and embrace new, efficient ideas. I was reminded of this recently while re-
reading Seth Godin's "Permission Marketing." Here's a book that was intended for
business owners and marketing executives, yet it provides a much-needed dose of
common sense that would be of great benefit to sales organizations, especially
sales managers, who continue to cling to very old, and, in their minds, very right,
ideas. Unfortunately, our brave new world has made these old ideas very wrong.
Whats the Secret to Repeat Business?
When you think about ways to gain repeat business from your customers, you probably turn your thoughts to marketing efforts such as advertising, public relations and other means that will allow you to repeatedly be seen. However, without one particular element included in your plan, your efforts to entice customers to buy over and over will fail. Even autoresponders - the "king" of repeat exposure - can't produce the type of loyalty needed to ensure your customers continually send their dollars your way.
Expert Qualities in Sales
If you went to see your doctor, and he mentioned a particular over the counter drug to you, or a particular type of food that was healthy, chances are, you would listen to this advice, than go out and buy the product.
How To Make The Most Out of a Business Networking Event
You're not alone. Most people are uncomfortable walking into a roomful of strangers. But networking at business events can help you grow your business, as well as allow you to do hands-on marketing research. Learning to mingle and to follow-up with business networking contacts is crucial to your self-employment success. The following techniques will assist you in connecting effectively with others.
How To Get Face To Face Over The Phone
One disadvantage of selling by telephone is the lack of face
to face contact.
Aikido and The Art of Cold Calling
Imagine being in a crowded concert or bar. All of a sudden, a
fight breaks out between two men who've had too much to drink.
|