Cold Call Sales Training
Most people cold call because they are trying to increase new business sales. New business is the lifeblood of most successful companies. While the country is still in a recession, most companies are living off their existing clients and are struggling to find new ones so the need to cold call and cold call sales training becomes increasingly important. The problem with living off of existing clients is that as the recession lingers, companies are spending less and less trying to reduce expenses as much as possible. They delay purchases and are tightening their belts waiting for the economy to recover.
I believe that the true cold call, that is the act of stopping in and asking to see the person in charge or the person that influences the decision maker, is about as tough as it gets. First off, the sales professional is assuming the person he is asking for has the time to see them. Secondly, and more importantly, they are assuming the person has a need to meet with them. This is a terrible assumption that typically leaves the sales professional feeling rejected, embarrassed and increases his inner sense of failure.
One of the most common objections I am hearing in the field is that companies are just not spending money. Sales professionals all across the country are hearing the same thing. Call me in the summer or fall or winter or at some other point in the future. The reason they are hearing this is partly because they are cold calling clients instead of building relationships that solve problems (see consultative sales training). Why is it that some clients I work with have actually seen an increase in new business while their competition is starving? Quite simply it is because we have taught them how to change and adapt to the present times.
Many of my clients, before going through my sales training program, cold called in this manner the majority of the time. And while they have all gotten sales from this type of activity, they all agree that it does not produce consistent results and it typically leaves them working with the wrong level of decision maker. If they look at their most profitable clients, they see that they are most often working with a much higher level of decision maker that started from an activity other than that of a traditional cold call.
Once completing the Right 2 Win sales training courses, my clients reduce this type of cold calling almost completely. There is still the occasional need for it, but it is rare and is used as a last resort when all other activities to that prospect produce little to no results.
I teach a sales training program that takes cold calling to a new level for most companies. We combine the power of your database along with a truly repeatable sales program that is both consistent and measureable.
To learn more about the Right 2 Win cold call sales training program, contact Gary Kieper by calling 815-218-8114 or emailing him direct at gkieper@right2wincom.com.