---------- Forwarded message ----------
From: Marks Motivation Mail <motivation@chattertonworld.com>
Date: Tue, May 4, 2010 at 5:44 AM
Subject: How To Mess Up A Cold Call!
To:
From: Marks Motivation Mail <motivation@chattertonworld.com>
Date: Tue, May 4, 2010 at 5:44 AM
Subject: How To Mess Up A Cold Call!
To:
A lot of people think that cold calling doesn't work anymore. A lot of people think that cold calling never worked. A lot of people
think that cold calling doesn't and won't work for them. A lot of speakers are making a lot of money perpetuating this myth (watch
out for my forthcoming video series where I set the stall straight on that one!).
The truth is that cold calling does not work for many salespeople. And it doesn't work for several reasons…
* They're not in the right state of mind.
* They don't make enough calls.
* They don't know enough about their prospects.
* They don't personalize their calls for every individual.
* They don't ask enough questions.
* They don't know how they can help their prospects.
* They don't listen.
* They don't tailor their solutions.
* They don't offer up enough (any) value.
* They give up too easily.
Cold calling can and does work. I am not going to bore you talking about the clients that I have helped to explode their sales results.
Nor am I going to drone on about how I have helped individuals to create and sustain the lives they desire by being able to attend
more meetings and sell more when they get there. Instead, I am going to share with you the success a friend of mine, Clifton, who led a
professional services sales team by running powerful sales meetings stemming from professional cold calling techniques…
They grew a division taking 700 meetings a year and turning £7m pa to a team running 1000 meetings a year and turning £25m pa
within 2 years. On one specific project they had 250 meetings (gained through cold calling) and won £22m worth of revenues.
Cold calling doesn't work when coupled with powerful sales strategies? As Bart would say, "Eat my shorts!"
But cold calling has to be coupled with powerful, proven sales strategies and it also has to be professional, purposeful and
legitimate and this requires effective planning and preparation to even get off the starting line. If you review my list of the 10
reasons cold calling doesn't work you will see that at least 8 of them (if not arguably all of them) could be addressed or massively
improved by doing the right preparation in the first place.
think that cold calling doesn't and won't work for them. A lot of speakers are making a lot of money perpetuating this myth (watch
out for my forthcoming video series where I set the stall straight on that one!).
The truth is that cold calling does not work for many salespeople. And it doesn't work for several reasons…
* They're not in the right state of mind.
* They don't make enough calls.
* They don't know enough about their prospects.
* They don't personalize their calls for every individual.
* They don't ask enough questions.
* They don't know how they can help their prospects.
* They don't listen.
* They don't tailor their solutions.
* They don't offer up enough (any) value.
* They give up too easily.
Cold calling can and does work. I am not going to bore you talking about the clients that I have helped to explode their sales results.
Nor am I going to drone on about how I have helped individuals to create and sustain the lives they desire by being able to attend
more meetings and sell more when they get there. Instead, I am going to share with you the success a friend of mine, Clifton, who led a
professional services sales team by running powerful sales meetings stemming from professional cold calling techniques…
They grew a division taking 700 meetings a year and turning £7m pa to a team running 1000 meetings a year and turning £25m pa
within 2 years. On one specific project they had 250 meetings (gained through cold calling) and won £22m worth of revenues.
Cold calling doesn't work when coupled with powerful sales strategies? As Bart would say, "Eat my shorts!"
But cold calling has to be coupled with powerful, proven sales strategies and it also has to be professional, purposeful and
legitimate and this requires effective planning and preparation to even get off the starting line. If you review my list of the 10
reasons cold calling doesn't work you will see that at least 8 of them (if not arguably all of them) could be addressed or massively
improved by doing the right preparation in the first place.
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