Cold Calling – Do You Want More Confidence in Your Ability to Sell?
One of the single biggest areas that delegates on my sales training workshops want to cover when we look at cold calling and appointment setting is CONFIDENCE.
When we all set goals at the beginning of the day almost everyone wants to walk out of the door with:
“more confidence in my ability to make cold calls and to sell”
Some of the next questions I ask are to find out what actions the delegates to develop their own confidence and also what their current thoughts of their offering are.
- Do you truly believe in the value of your product or service?
- How well do you know businesses of your target clients?
- How well do you know how much value you add to your existing clients?
- How much time have you spent thinking through answers to common questions?
- What books have you read on any sales topic in the last 6 months?
Very often, when I ask these questions, I get blank looks and a few trying to avoid my gaze. This is not unusual. Luckily they were in a position where they were doing something about it. They were attending a workshop.
If you are lacking in confidence in your ability to cold call, sell, or just engage people in conversation about your product or services then take some time to answer the questions above.
Don’t spend too much time looking for the magical ’silver bullet’ that might come in the form of a killer closing question or ‘101 ways to overcome objections’. Put your efforts into developing a platform of strength that comes from the unshakable confidence in knowing you add value.
The more value you add and the more you understand that, the more your confidence will soar. Sometimes we second guess about the value we bring. Don’t. Now is a good time to speak to your existing clients. Firstly they will appreciate you taking the time to undertsand and ask them. Secondly, they will appreciate the contact – especially in todays climate and Thirdly – Don’t be surprised if you hear something like “John, Thanks for calling. I was only thinking about you recently because we……………..”
Get this platform right and funny things start to happen. People are more receptive, people want to talk to you and meet you.
You are a professional business person and your preparation here will lead you to sales success.
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