Thursday, December 10, 2009

Thoughtful Thursdays - Fear Of Cold Calling

Last week I posted a list of Things That Can Lengthen Your Sales Cycle.

Let's address them one by one, this week the Thoughtful Thursday topic is Fear of Cold Calling.

How can the fear of cold calling lengthen your sales cycle? Arguably, if you have not initiated the sales process in the first place, the cycle is not affected. Reality will demonstrate that insuffcient numbers of potential targets in play will result in less than expected sales expectations and the consequences of not meeting sales forecasts can be devastating for any business.

The question is why might one fear cold calling? Once you identify why you do not like to make cold calls, you can work on ways to alleviate the fears.
  • Fear of rejection?
  • Fear of success?
  • Fear of being asked tough questions?
  • Lack of confidence?

I don't know anyone who can say they like being rejected, the key is not to take it to personally.

Afraid of taking an order because then you will have to make good on your commitments? Don't over commit.

There shouldn't be many questions about your product or service offering that you can not answer. Anticipate the questions and work on your responses ahead of time.

If you believe in and are passionate about your product/service and how it will help your prospect, confidence will lead you.

Good selling,
Richard

Posted by Richard Sakanashi at 12:01 AM
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4 comments:

  1. MelvinDecember 23, 2009 at 1:26 AM

    It is a nice post.

    One must have a Prospecting Script for an effective cold calling.

    Having a prospecting script actually allows you more flexibility by allowing you to be more personable. You need to have your script memorized, because it allows your words to flow from you naturally.

    ReplyDelete
  2. Richard SakanashiDecember 23, 2009 at 1:16 PM

    Thanks Melvin for your comment. I couldn't agree more on the value of having a script. I'll go a step further and add that the more calls you make, the better you will get and the easier it will be. Don't forget the small talk, sell yourself first and have the prospect wanting to know more about your product/service.
    Good selling,
    Richard

    ReplyDelete
  3. MelvinJanuary 1, 2010 at 3:00 AM

    Hi Richard,

    I agree with your opinion.

    Salespersons need to talk to customers in a nice way and impress them with products and try to make the sale.

    ReplyDelete
  4. Richard SakanashiJanuary 4, 2010 at 3:16 PM

    Thank you again Melvin for your feedback.
    Good selling,
    Richard

    ReplyDelete

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