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"You don't have to keep calling me!"
"Stop calling me!"
"It's 10 o'clock Monday morning, what nerve!"
"I'm going to be hanging up on you!"
"What part of no did you not understand?"
"Who’s your manager?"
Do any of these responses above sound familiar? I bet they do! In fact, it would not surprise me if you are smiling right now because you also have experienced one, two or all of these responses. If you have then you understand that such mean responses come with the territory. I commend you for this because you are indeed a true cold caller! We can laugh now, but when you are in the moment and on the receiving end of these responses it can be very intense. It's really hard not to take these responses personally. And yes, it's hard to stay positive when you hear so much negativity. And yes, such negativity from your sales prospects can turn a great day into a not so great day.
So how does Mr. Cold Call deal with mean prospects? First of all, there is no single answer. However, there are ways to deal with it or at least reduce cold call frustration on your end and cold call resistance on their end. Here are four suggestions to keep in mind:
1. PROSPECTS WILL TAKE OUT THEIR PROBLEMS ON YOU!
The workplace along with outside pressures such as family and finances cause us a tremendous amount of stress. The sales prospects that you are contacting are not immune to these pressures and you must keep this in mind when you are making cold calls. When you encounter a prospect that is a bit “out of control” for the most part just back off. I would then try contacting them a few weeks later and make mention to the fact that you may have caught them at a bad time. In my experience, I have found this to be a good strategy since most people do not expect you to call back and do admire your persistence.
2. HUMOR HAS A PERMEATING EFFECT TO CHANGE A PROSPECT’S ATTITUDE FROM NEGATIVE TO POSITIVE.
Humor also has the power to create and build rapport with your prospects as well! Take a personal risk and add humor when you are on the telephone with your prospect. If your prospect is acting resistant or if they’re stressed out humor can act as a perfect escape for your prospect. One minute they’re having a bad day your light humor can give them a reason to have a FANTASTIC DAY! One line that seems to lighten the mood is when a prospect is about to hang up on you. I then reply, “(FIRST NAME OF PROSPECT), Are you going to hang up on me?” I have found this to lighten the tension of the call.
3. REMEMBER THAT LIFE IS 10% WHAT HAPPENS TO YOU AND 90% OF HOW YOU REACT TO IT.
Read this quote from Charles Swindoll, American author, he writes about the importance of your attitude and how you use it to react to life as a whole.
“The longer I live, the more I realize the impact of attitude on life. Attitude, to me, is more important than facts. It is more important than the past, than education, than money, than circumstances, than failures, than successes, than what other people think or say or do. It is more important than appearance, giftedness, or skill. It will make or break a company ... a church ... a home. The remarkable thing is we have a choice every day regarding the attitude we will embrace for that day. We cannot change the inevitable. The only thing we can do is play on the one string we have, and that is our attitude ... I am convinced that life is 10% what happens to me, and 90% how I react to it. And so it is with you ... we are in charge of our Attitudes."
4. WHEN YOU HEAR MEAN RESPONSES EXCHANGE YOUR STORIES WITH FELLOW CO-WORKERS.
When you experience mean responses from your prospects it’s healthy to get these internal frustrations out of your system. You will find that when you exchange stories with fellow co-workers it can be very self-satisfying and can even be cathartic. If you know that you are not alone in dealing with mean prospects then it makes cold calling less frustrating and easier to manage.
Copyright 2006 MR. COLD CALL SEMINARS - All rights reserved.
Mr. Cold Call is the author of "How To Have Fun Cold Calling” and "114 Common Sales Objections, 153 Clever And Savvy Responses." According to Mr. Cold Call, "Your cold call success is dependent on 11 winning personality traits (known as your Telephone Persona Of Success! )." Collectively, these traits allow you to uniquely market yourself over the telephone so that you can inspire your prospect’s curiosity and reduce their resistance. Are you interested in finding out more about Mr. Cold Call? Then sign-up for his weekly cold calling tips at http://www.mrcoldcall.com
Article Source: http://EzineArticles.com/?expert=D.M._Arenzon
10
Comments
Published by Adrian
on Friday, April 21, 2006 at 7:43 PM.
"Stop calling me!"
"It's 10 o'clock Monday morning, what nerve!"
"I'm going to be hanging up on you!"
"What part of no did you not understand?"
"Who’s your manager?"
Do any of these responses above sound familiar? I bet they do! In fact, it would not surprise me if you are smiling right now because you also have experienced one, two or all of these responses. If you have then you understand that such mean responses come with the territory. I commend you for this because you are indeed a true cold caller! We can laugh now, but when you are in the moment and on the receiving end of these responses it can be very intense. It's really hard not to take these responses personally. And yes, it's hard to stay positive when you hear so much negativity. And yes, such negativity from your sales prospects can turn a great day into a not so great day.
So how does Mr. Cold Call deal with mean prospects? First of all, there is no single answer. However, there are ways to deal with it or at least reduce cold call frustration on your end and cold call resistance on their end. Here are four suggestions to keep in mind:
1. PROSPECTS WILL TAKE OUT THEIR PROBLEMS ON YOU!
The workplace along with outside pressures such as family and finances cause us a tremendous amount of stress. The sales prospects that you are contacting are not immune to these pressures and you must keep this in mind when you are making cold calls. When you encounter a prospect that is a bit “out of control” for the most part just back off. I would then try contacting them a few weeks later and make mention to the fact that you may have caught them at a bad time. In my experience, I have found this to be a good strategy since most people do not expect you to call back and do admire your persistence.
2. HUMOR HAS A PERMEATING EFFECT TO CHANGE A PROSPECT’S ATTITUDE FROM NEGATIVE TO POSITIVE.
Humor also has the power to create and build rapport with your prospects as well! Take a personal risk and add humor when you are on the telephone with your prospect. If your prospect is acting resistant or if they’re stressed out humor can act as a perfect escape for your prospect. One minute they’re having a bad day your light humor can give them a reason to have a FANTASTIC DAY! One line that seems to lighten the mood is when a prospect is about to hang up on you. I then reply, “(FIRST NAME OF PROSPECT), Are you going to hang up on me?” I have found this to lighten the tension of the call.
3. REMEMBER THAT LIFE IS 10% WHAT HAPPENS TO YOU AND 90% OF HOW YOU REACT TO IT.
Read this quote from Charles Swindoll, American author, he writes about the importance of your attitude and how you use it to react to life as a whole.
“The longer I live, the more I realize the impact of attitude on life. Attitude, to me, is more important than facts. It is more important than the past, than education, than money, than circumstances, than failures, than successes, than what other people think or say or do. It is more important than appearance, giftedness, or skill. It will make or break a company ... a church ... a home. The remarkable thing is we have a choice every day regarding the attitude we will embrace for that day. We cannot change the inevitable. The only thing we can do is play on the one string we have, and that is our attitude ... I am convinced that life is 10% what happens to me, and 90% how I react to it. And so it is with you ... we are in charge of our Attitudes."
4. WHEN YOU HEAR MEAN RESPONSES EXCHANGE YOUR STORIES WITH FELLOW CO-WORKERS.
When you experience mean responses from your prospects it’s healthy to get these internal frustrations out of your system. You will find that when you exchange stories with fellow co-workers it can be very self-satisfying and can even be cathartic. If you know that you are not alone in dealing with mean prospects then it makes cold calling less frustrating and easier to manage.
Copyright 2006 MR. COLD CALL SEMINARS - All rights reserved.
Mr. Cold Call is the author of "How To Have Fun Cold Calling” and "114 Common Sales Objections, 153 Clever And Savvy Responses." According to Mr. Cold Call, "Your cold call success is dependent on 11 winning personality traits (known as your Telephone Persona Of Success! )." Collectively, these traits allow you to uniquely market yourself over the telephone so that you can inspire your prospect’s curiosity and reduce their resistance. Are you interested in finding out more about Mr. Cold Call? Then sign-up for his weekly cold calling tips at http://www.mrcoldcall.com
Article Source: http://EzineArticles.com/?expert=D.M._Arenzon
Telemarketing - How To Handle The Job By Michael Russell
This is probably a guide that most telemarketers wish they were given before they began their job. The truth is, telemarketing is hard work. People don't like being called in the middle of dinner only to be asked what brand of toothbrush they prefer or if they would be interested in a free trial subscription to Redbook. Potential customers can get very nasty. Some will simply hang up, but what happens when you get one who actually wants to talk to you? These tips on handling those who do and those who don't will help a lot.
Telemarketers are given a script. They are told under no uncertain terms to follow the script. But the truth is, these scripts can get annoying and make you sound like a robot. So if you find an opportunity to get away from the script, even a little bit, do it. Don't let your supervisor bully you. If he should catch you and asks you why you deviated from the script, tell him that you felt it was necessary to do so. If you ended up making a sale, show him your sheet. That should shut him up.
Part of the script is of course inserting your name. This is something you'll only learn from experience but if you are of an ethnic background, such as Jewish or Spanish, you need to have an understanding of the area you're calling. For example, if your name is Sam Goldberg and you're calling an area that you know to be predominantly Jewish, then by all means keep your real name, but if you're calling an area that you know to be predominately Christian then you might want to think of changing your name to a more Christian sounding or even neutral sounding name for these areas. Perhaps Stan Green will do fine. Believe it or not, it makes a difference to how people will relate to you.
When talking to people on the phone who are generally interested in what you have to offer, if they ask you a tough question, one that you know the answer to will not make them happy, don't lie. It will only come back to haunt you and the company in the form of a returned item or worse. Tell them the truth, but always stress the benefits over that one negative. Try to make the customer see that it would be in their best interests to at least give your product a try. Tell them that it comes with a money back guarantee so they can always return it if they're not satisfied.
If you're a telemarketer doing a demographic survey where you have to ask the person a lot of questions about themselves and their buying habits, try to mix in some casual discussion with the questions. For example, say you are asking them what their favorite soap is and they say a brand that you never heard of. Tell them you never heard of it. Ask them what they think of it. Ask them if it's any good. If they say it's great tell them that you may try it sometime. Be personable with these people. It will make the conversation go a lot quicker.
More important that anything else, be yourself. Try to enjoy what you're doing. If you let your personality shine through in the calls then people will enjoy talking to you and your job will be a lot easier. For those who are nasty with you and hang up on you, don't take it personally. Shrug it off and move on to the next call.
Michael Russell
Your Independent guide to Telemarketing
Article Source: http://EzineArticles.com/?expert=Michael_Russell
76
Comments
Published by Adrian
on at 7:37 PM.
This is probably a guide that most telemarketers wish they were given before they began their job. The truth is, telemarketing is hard work. People don't like being called in the middle of dinner only to be asked what brand of toothbrush they prefer or if they would be interested in a free trial subscription to Redbook. Potential customers can get very nasty. Some will simply hang up, but what happens when you get one who actually wants to talk to you? These tips on handling those who do and those who don't will help a lot.
Telemarketers are given a script. They are told under no uncertain terms to follow the script. But the truth is, these scripts can get annoying and make you sound like a robot. So if you find an opportunity to get away from the script, even a little bit, do it. Don't let your supervisor bully you. If he should catch you and asks you why you deviated from the script, tell him that you felt it was necessary to do so. If you ended up making a sale, show him your sheet. That should shut him up.
Part of the script is of course inserting your name. This is something you'll only learn from experience but if you are of an ethnic background, such as Jewish or Spanish, you need to have an understanding of the area you're calling. For example, if your name is Sam Goldberg and you're calling an area that you know to be predominantly Jewish, then by all means keep your real name, but if you're calling an area that you know to be predominately Christian then you might want to think of changing your name to a more Christian sounding or even neutral sounding name for these areas. Perhaps Stan Green will do fine. Believe it or not, it makes a difference to how people will relate to you.
When talking to people on the phone who are generally interested in what you have to offer, if they ask you a tough question, one that you know the answer to will not make them happy, don't lie. It will only come back to haunt you and the company in the form of a returned item or worse. Tell them the truth, but always stress the benefits over that one negative. Try to make the customer see that it would be in their best interests to at least give your product a try. Tell them that it comes with a money back guarantee so they can always return it if they're not satisfied.
If you're a telemarketer doing a demographic survey where you have to ask the person a lot of questions about themselves and their buying habits, try to mix in some casual discussion with the questions. For example, say you are asking them what their favorite soap is and they say a brand that you never heard of. Tell them you never heard of it. Ask them what they think of it. Ask them if it's any good. If they say it's great tell them that you may try it sometime. Be personable with these people. It will make the conversation go a lot quicker.
More important that anything else, be yourself. Try to enjoy what you're doing. If you let your personality shine through in the calls then people will enjoy talking to you and your job will be a lot easier. For those who are nasty with you and hang up on you, don't take it personally. Shrug it off and move on to the next call.
Michael Russell
Your Independent guide to Telemarketing
Article Source: http://EzineArticles.com/?expert=Michael_Russell
As you know it can be very discouraging if you miss your sales quota! You may begin to doubt yourself and your abilities as a salesperson. This is where our negative self-talk can get the best of us and we may start to internalize thoughts like, “I’m not good enough” or “I just don’t have what it takes.” The powerful thing here is that you have a choice and that choice is your attitude. If you decide to feel sorry for yourself and doubt your sales abilities then you will be pushed down a very dark staircase that leads no where---that's self-destructive.
Or, the other option that you have is to take this time to reflect and analyze what you can do better the next time around so that you make and exceed your numbers. Here are five practical suggestions that you can use the next time you do not make your sales quota:
1. LEARN FROM TEMPORARY SITUATIONS.
When you miss your numbers it’s a temporary situation in the big scheme of things. I suggest that you use this time as an opportunity to figure out what is working and what is not working. Thomas Edison once said, “Just because something doesn't do what you planned it to do doesn't mean it's useless." If you apply these words of Edison and compare them to the attributes of a successful marketer (and in your case a telephone marketer) you will see many similarities and they can be summarized in seven words: “Testing, testing and more testing equates to success.” If you perceive this situation as a learning opportunity rather than as an obstacle to your success your results will be that much greater!
2. STOP NEGATIVE SELF-TALK AND REFLECT ON YOUR PAST SUCCESS.
A great way to avoid negative self-talk is by reflecting on your past success. You may want to internalize thoughts like, “I’ve made my numbers before, I’ve been successful in the past and I can do it again!” Once you have made these associations from your past it’s now time to take action! Remember this Chinese Proverb: “Talk does not cook rice!”
3. TRANSFORM YOURSELF INTO A BALL OF POSITIVE ENERGY.
Ralph Waldo Emerson, American essayist, poet, and philosopher once said, "The person who sends out positive thoughts activates the world around him positively and draws back to himself positive results." Per Emerson, a positive attitude attracts positive energy and in turn creates opportunities for success. The question is how do you motivate yourself to be positive?
Based on my experience, you need to do things that make you happy. For example, you can go to Starbucks, go shopping, exercise or listen to motivational tapes. One interesting idea to “Transform yourself into a ball of positive energy” is to change the aesthetics of your office or cubicle. You could try adding a few plants, toys around your desk or advertise your favorite motivational quotes on signs around your office. Sometimes new environments can change your behavior and in turn inspire you to take action!
4. THE IMPORTANCE OF BEING PERSISTENT.
According to the National Sales Executive Association, 2% of sales are made on the1st contact, 3% of sales are made on the 2nd contact, 5% of sales are made on the 3rd contact, 10% of sales are made on the 4th contact and 80% of sales are made on the 5th-12th contact. Based on these numbers, if you are only contacting your sales prospect just a few times then you may want to re-think your prospecting strategy.
These statistics indicate that you need to be persistent to make the sale. However, another reason that you must be persistent is to gain the respect of your sales prospect. What do I mean here? The prospects that you are contacting should be very successful executives and these people did not get to where they are by being reactive, but rather by being proactive. They will draw from their past work experience and quickly associate with your tenacity.
As a result of your efforts, they will respect you for your persistence. In fact, your persistence may act as a catalyst that helps to reduce resistance and move you even closer to a sale! Finally, the next time you have contacted your prospect multiple times with no response please remember this line, “Pleasant persistence wears down resistance." Do you know what time it is now? It's time to go back and call some of the prospects that you have given up on!
5. DIVERSIFY YOUR CALL LISTS.
It’s important to make sure that you have several different types of calls lists in your prospecting database. For example, you may have one list from a local chamber, another from a mailing that you did to potential prospects or a list of exhibitors at a tradeshow. You should have dozens or more of these lists and you need them as a way to diversify your day. As a final suggestion, when you complete a sale write down where you got the lead. This way you can quickly determine which lists are most effective and which ones are not!
Copyright 2006 MR. COLD CALL SEMINARS - All rights reserved.
Mr. Cold Call is the author of "How To Have Fun Cold Calling” and "114 Common Sales Objections, 153 Clever And Savvy Responses." According to Mr. Cold Call, "Your cold call success is dependent on 11 winning personality traits (known as your Telephone Persona Of Success! )." Collectively, these traits allow you to uniquely market yourself over the telephone so that you can inspire your prospect’s curiosity and reduce their resistance. Are you interested in finding out more about Mr. Cold Call? Then sign-up for his weekly cold calling tips at http://www.mrcoldcall.com
Article Source: http://EzineArticles.com/?expert=D.M._Arenzon
3
Comments
Published by Adrian
on at 7:34 PM.
Or, the other option that you have is to take this time to reflect and analyze what you can do better the next time around so that you make and exceed your numbers. Here are five practical suggestions that you can use the next time you do not make your sales quota:
1. LEARN FROM TEMPORARY SITUATIONS.
When you miss your numbers it’s a temporary situation in the big scheme of things. I suggest that you use this time as an opportunity to figure out what is working and what is not working. Thomas Edison once said, “Just because something doesn't do what you planned it to do doesn't mean it's useless." If you apply these words of Edison and compare them to the attributes of a successful marketer (and in your case a telephone marketer) you will see many similarities and they can be summarized in seven words: “Testing, testing and more testing equates to success.” If you perceive this situation as a learning opportunity rather than as an obstacle to your success your results will be that much greater!
2. STOP NEGATIVE SELF-TALK AND REFLECT ON YOUR PAST SUCCESS.
A great way to avoid negative self-talk is by reflecting on your past success. You may want to internalize thoughts like, “I’ve made my numbers before, I’ve been successful in the past and I can do it again!” Once you have made these associations from your past it’s now time to take action! Remember this Chinese Proverb: “Talk does not cook rice!”
3. TRANSFORM YOURSELF INTO A BALL OF POSITIVE ENERGY.
Ralph Waldo Emerson, American essayist, poet, and philosopher once said, "The person who sends out positive thoughts activates the world around him positively and draws back to himself positive results." Per Emerson, a positive attitude attracts positive energy and in turn creates opportunities for success. The question is how do you motivate yourself to be positive?
Based on my experience, you need to do things that make you happy. For example, you can go to Starbucks, go shopping, exercise or listen to motivational tapes. One interesting idea to “Transform yourself into a ball of positive energy” is to change the aesthetics of your office or cubicle. You could try adding a few plants, toys around your desk or advertise your favorite motivational quotes on signs around your office. Sometimes new environments can change your behavior and in turn inspire you to take action!
4. THE IMPORTANCE OF BEING PERSISTENT.
According to the National Sales Executive Association, 2% of sales are made on the1st contact, 3% of sales are made on the 2nd contact, 5% of sales are made on the 3rd contact, 10% of sales are made on the 4th contact and 80% of sales are made on the 5th-12th contact. Based on these numbers, if you are only contacting your sales prospect just a few times then you may want to re-think your prospecting strategy.
These statistics indicate that you need to be persistent to make the sale. However, another reason that you must be persistent is to gain the respect of your sales prospect. What do I mean here? The prospects that you are contacting should be very successful executives and these people did not get to where they are by being reactive, but rather by being proactive. They will draw from their past work experience and quickly associate with your tenacity.
As a result of your efforts, they will respect you for your persistence. In fact, your persistence may act as a catalyst that helps to reduce resistance and move you even closer to a sale! Finally, the next time you have contacted your prospect multiple times with no response please remember this line, “Pleasant persistence wears down resistance." Do you know what time it is now? It's time to go back and call some of the prospects that you have given up on!
5. DIVERSIFY YOUR CALL LISTS.
It’s important to make sure that you have several different types of calls lists in your prospecting database. For example, you may have one list from a local chamber, another from a mailing that you did to potential prospects or a list of exhibitors at a tradeshow. You should have dozens or more of these lists and you need them as a way to diversify your day. As a final suggestion, when you complete a sale write down where you got the lead. This way you can quickly determine which lists are most effective and which ones are not!
Copyright 2006 MR. COLD CALL SEMINARS - All rights reserved.
Mr. Cold Call is the author of "How To Have Fun Cold Calling” and "114 Common Sales Objections, 153 Clever And Savvy Responses." According to Mr. Cold Call, "Your cold call success is dependent on 11 winning personality traits (known as your Telephone Persona Of Success! )." Collectively, these traits allow you to uniquely market yourself over the telephone so that you can inspire your prospect’s curiosity and reduce their resistance. Are you interested in finding out more about Mr. Cold Call? Then sign-up for his weekly cold calling tips at http://www.mrcoldcall.com
Article Source: http://EzineArticles.com/?expert=D.M._Arenzon
Cold Calling Rapidly Disappearing By Frank Rumbauskas
As more and more people enter the sales profession, less and less are utilizing cold calling as their prospecting technique of choice.
Why is this happening? Why is cold calling going away?
There are several reasons. First of all, prospects have become so sick and tired of cold calling that they have reached the point of total intolerance. Seasoned salespeople know this, yet many continue to cold call, if only because they haven’t been taught anything different and have become used to the daily rejection. Rookies, on the other hand, are taken aback at the reactions they get while cold calling and immediately abandon it or switch professions.
Second, prospects don’t need salespeople to inform them anymore. Years ago, a prospect would be open to listening to salespeople who were cold calling, take in the information, and possibly move forward with a purchase. This is no longer the case because prospects who are in a buying mode have all of the information they need right at their fingertips thanks to the Internet. So, while salespeople are still necessary to carry out the actual selling process, cold calling is rapidly going away now that we’re in the Information Age.
Third, the Internet has taken business networking to a whole new level. Only a couple of years ago, it was a rite of passage for a salesperson to waste lots of time and money attending chamber mixers and networking groups, only to walk out empty handed. This was no more effective than cold calling, but was the extent of networking sophistication for nearly all salespeople. Now that we have rapidly growing business networking sites with tens of millions of members, it’s easier than ever for salespeople to make valuable connections without ever cold calling or wasting time at mixers.
Fourth, younger salespeople are becoming marketing-savvy. It’s no secret that a well-executed personal marketing plan can generate more than enough leads, so marketing is taking the place of cold calling as far as prospecting goes. In the last couple of years, the idea that one can replace cold calling with an intelligent personal marketing plan has finally been accepted as reality. Now that sales managers are finally starting to catch on, cold calling is disappearing quickly.
Finally, cold calling is a morale killer. New entrants into the sales profession see the drudgery and misery of cold calling, and realize that it will get them nowhere. You can’t be successful if you hate what you do, so why do something you hate? That’s why cold calling is so detrimental – everyone hates doing it, and performance suffers as a result.
The bottom line is that cold calling is dead, and is a leftover relic of a previous generation. Today’s successful salespeople have said no to cold calling and yes to smart marketing.
Frank Rumbauskas is the author of the hit sensation "Cold Calling Is A Waste Of Time: Sales Success In The Information Age". His training and products teach salespeople how to generate hot leads without cold calling and how to keep their power and remain in control of sales situations. For more information please visit http://www.nevercoldcall.com
Article Source: http://EzineArticles.com/?expert=Frank_Rumbauskas
9
Comments
Published by Adrian
on at 7:30 PM.
As more and more people enter the sales profession, less and less are utilizing cold calling as their prospecting technique of choice.
Why is this happening? Why is cold calling going away?
There are several reasons. First of all, prospects have become so sick and tired of cold calling that they have reached the point of total intolerance. Seasoned salespeople know this, yet many continue to cold call, if only because they haven’t been taught anything different and have become used to the daily rejection. Rookies, on the other hand, are taken aback at the reactions they get while cold calling and immediately abandon it or switch professions.
Second, prospects don’t need salespeople to inform them anymore. Years ago, a prospect would be open to listening to salespeople who were cold calling, take in the information, and possibly move forward with a purchase. This is no longer the case because prospects who are in a buying mode have all of the information they need right at their fingertips thanks to the Internet. So, while salespeople are still necessary to carry out the actual selling process, cold calling is rapidly going away now that we’re in the Information Age.
Third, the Internet has taken business networking to a whole new level. Only a couple of years ago, it was a rite of passage for a salesperson to waste lots of time and money attending chamber mixers and networking groups, only to walk out empty handed. This was no more effective than cold calling, but was the extent of networking sophistication for nearly all salespeople. Now that we have rapidly growing business networking sites with tens of millions of members, it’s easier than ever for salespeople to make valuable connections without ever cold calling or wasting time at mixers.
Fourth, younger salespeople are becoming marketing-savvy. It’s no secret that a well-executed personal marketing plan can generate more than enough leads, so marketing is taking the place of cold calling as far as prospecting goes. In the last couple of years, the idea that one can replace cold calling with an intelligent personal marketing plan has finally been accepted as reality. Now that sales managers are finally starting to catch on, cold calling is disappearing quickly.
Finally, cold calling is a morale killer. New entrants into the sales profession see the drudgery and misery of cold calling, and realize that it will get them nowhere. You can’t be successful if you hate what you do, so why do something you hate? That’s why cold calling is so detrimental – everyone hates doing it, and performance suffers as a result.
The bottom line is that cold calling is dead, and is a leftover relic of a previous generation. Today’s successful salespeople have said no to cold calling and yes to smart marketing.
Frank Rumbauskas is the author of the hit sensation "Cold Calling Is A Waste Of Time: Sales Success In The Information Age". His training and products teach salespeople how to generate hot leads without cold calling and how to keep their power and remain in control of sales situations. For more information please visit http://www.nevercoldcall.com
Article Source: http://EzineArticles.com/?expert=Frank_Rumbauskas
