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02 August 2016
Today I just received one of the many cold calls from a charity organisation looking for a monthly donation and as much as I want to listen to them because they are so polite and courteous, I also get frustrated with the amount of time they waste leading up to or skirting around their objective!
If you make cold calls please don’t waste the listeners’ time. Whilst you are wading through what sounds like a script the listener has already guessed you want money, their defences are already up and depending on their character type they've had time to give you a smart answer or to rustle up the courage to say 'no thanks'. Get some training!
This doesn’t only happen during cold calls. It happens in many sales roles where the competition is high. Margins are lost because prices are slashed just to beat the competition. Two reasons I can think of that lead to subservience and pant dropping situations;
1. Lack of preparation by the sales person. They have no clear objective, no clear plan and hence no pre meditated questions or thoughts about how to engage the customer.
2. Too much subservience. The customer says how high and the sales person panics. A lot of that behaviour I have to say is also due to lack of preparation and lack of understanding on how to manage to say 'no' without losing the customer. This is part of the art of selling. Often a picture looks better when painted with bold strokes. Think about it! I'm sure you'll see where I'm coming from!
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