Cold Calling

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The Top 10 Rules Rich Cold Callers Know…

The Top 10 Rules Rich Cold Callers Know…

Cold Callers:

In a world that’s awash with information, then B2B Cold Callers have no excuse for mindless dials. Yet still I’m getting cold calls. 5-6 a day.

Whilst I’ll fight the urge, for the moment anyway, to name and shame those firms spewing money down the drain because of their cold calling strategy, I do wish they’d wake up to sales 2.0.

Whether you’re a manager running a team of cold callers or a cold caller yourself, consider the following and let me know how you get on:

The Top 10 Rules Rich Cold Callers Know…and you should too!

  1. Don’t be a like all the other Cold Callers. In fact, don’t be a Cold Caller at all.
  2. Research your prospects before you call them. Research their industry, their profile, their remit and their peers in their firm and their peers outside their firm. Rich Cold Callers will do this research outside of core selling time. Or as I call it BET (Bonus Earning Time)
  3. Don’t try to sell via email. Spammy emails that take 5 scrolls of the screen to digest will get past scroll 2 before being ditched. Rich Cold Callers work their network to generate referrals, introductions, common purpose and word of mouth references, and written endorsements.
  4. Don’t use generic sales pitches. Rich Cold Callers add value. They add huge amounts of value to any sales interaction. Proper value. Industry insight. This means they grab and hold the prospects attention faster and for longer…this is where poor Cold Callers make their biggest mistake.
  5. Ask difficult questions. Rich Cold Callers want to know they are dealing at the the right person, at the right level, at the right time, with the power to make things happen.

  6. Qualify fast. Rich Cold Callers don’t waste time. They don’t waste time with the uninterested, the blinkered, the comfortable or those without vision. They spend time with prospects where there is mutual respect and value to be exchanged.
  7. Don’t stalk the uninterested prospect. Rich Cold Callers will spend a lot of time engaging with highly qualified sales prospects who can buy. Poor Cold Callers will talk to anyone, about anything.
  8. Display, radiate, exude high energy. Rich Cold Callers play, all in.
  9. Welcome rejection. Rich Cold Callers know the fastest way to get to yes is to get the first no out of the way. They work hard to get the objections out in the open and to explode any rejection…so they can get on with the real job of selling
  10. Work a sales system of prospecting, nurturing, progressing prospects though a well documented sales process, maintaining a tight sales funnel and sales pipeline. They’re not afraid to ditch dead prospects and they don’t treat all business leads equally.

It’s Up to You…

Being a Cold Caller can be the worst job in the world, the endless rejection, the Groundhog feeling. But, guess what? If that’s what you expect, that’s what you get…

It can also be the best and most rewarding job in the world…if you’re GREAT at it.

That’s where you have the choice. It’s a choice.

What’s Your Decision?

Be like all the others, or be a pro! Make the job your own. Get good at it.

Out Smart others doing the same…it’s not tough.

If you’re in Sheffield and you’re looking to up your cold calling play – check this out.

Based outside of South Yorkshire – check this out

If you’re based outside of the UK – check this out

Or if you want a chat to discuss your sales performance and what’s stopping you getting the sales results you need – call 0779 002 1885 or email carol@mortonkyle.com for a confidential chat.

Happy Selling

Carol

p.s. Think about it like this, why have a trudging, mediocre cold calling function, when out performing the market is so achievable?

p.p.s. And, if you really want to totally avoid cold calling the check these guys out – www.canddi.com can show you who is on your website, when and what they are looking at – hit the link to take a look, you can also book a live demo.

Don’t be a cold caller!

 

Three Sales Myths That Cost You Sales – BUSTED!

Three Sales Myths That Cost You Sales – BUSTED!

Sales Insight

Every business leader craves real, meaningful and timely sales insight. If that’s what’s bough you to this page then check this out

Meaningful sales insight is so important, especially since much of the information floating about will leave you mired in superstition and folklore…not so good when you’re aiming for sales improvement.

I’m a scientist at heart. That means all things are semi-predictable and there is typically a cause and effect at play somewhere along the line, you’ve just got to dive in far enough to find it.

That’s why sales myths like this just blow my mind (and not in a good way) so here they are – busted once and for all.

MYTH 1: It Takes 7 Touch Points to Make a Sale…

Sure if you’re THAT incompetent…hell, let’s make it 25 and really over egg the pudding.

First Fact – the longer the sales cycle the greater the chance of the competition joining the party. That what you want?

Second Fact – with more touch points, I guarantee, you won’t be increasing the sense of urgency, you’ll subconsciously telling the prospect he’s got all the time in the world.

Third Fact – who has that much time to WASTE?

Fourth Fact – ok budgets are on hold for specific release dates, decision makers are sometimes wrapped in endless buying criteria cycles and decision making nightmare. BUT…if your sales contact plan is predicated on 7 touches you might be giving the sales cycle just a bit too much time

Sales Insight 1: Understanding the decision making process and the buying process is key to shortening the sales cycle.

To find out how to REALLY SHORTEN the sales cycle, kick the competition out and engage the prospect in the SHORTEST possible time – check this out

MYTH 2: There is Less Competition in the Extra Mile

You’ll all have seen the stats claiming that most sales people give up after 2 follow up attempt. The same stats that claim most orders are placed after 12 follow up attempts. Is this true?

So what do these stats actually tell you?

  • Some sales guys are cut and run merchants?
  • Sales guys are super hot at qualifying and have made a commercial decision to ditch a prospect who’s not worth the time/effort investment?
  • Some ales guys can’t invoke prospect urgency and curiosity in any shorter time frame?
  • Some sales guys are stalkers? (12 follow up calls and I’d be changing my telephone number if I were the prospect!!!)
  • Prospects are just playing the long game?Trying to get the sales guy to panic and drop the price (‘cos that never happens!!!)
  • Sales guys can’t close!

Any, all, some, none of the above could be true.

But, based on 20 years experience let me tell you what I know:

  • Most sales guys don’t know how to shorten the sales cycle, and this is simply because they often don’t think to, which means they don’t ask for the buying criteria or the decision making criteria before they invest their valuable time in the sales process.
  • Sales guys who maybe lack a little focus and who don’t love new business development typically fall in to the Sales Stalker camp. It’s easy there, they feel busy, they can boast about the value in their sales pipeline…
  • Prospects are not always fast to make decisions – that’s why having the sales person create urgency is sooooo very important.
  • Some sales prospects will drag their heels because they just KNOW that it’s the fastest way for the sales guy to get nervous and drop the price (smart prospect huh?)

Do I believe the stats? Maybe…

Do I think it’s good use of a sales persons time to chase 12 times? Rarely…

I’d rather have a process that didn’t rely on that…if you’d like the same process – check this out

Sales Insight 2: Getting in principal decisions/agreements at every stage of the buying cycle/decision making process is critical to ensure your buyer is not simply a chattering head with no intention of committing.

MYTH 3: Sending 20 Sales Emails is as Good as Having 20 Decision Maker Sales Conversations

Internet businesses are springing up all over, telephone numbers are disappearing from websites, everything is done via a contact form or an email.

Why is that important? Well these firms boom, record sales, mega growth and wow. All supposedly on the back of email and online interactions. That’s amazing.

And it’s turning the heads of B2B sales people because they got to thinking that people buy from emails, that people will read 12 page email brochures, that buyers click a few buttons and send the purchase order.

Oh if only.

Sales guys think a great email is as good as a great sales conversation. NO WAY!

I’ve seen good sales people fail miserably because they forget (displacement activity) to pick up the phone every single chance they got. I mean really tanked. Off a cliff tanked.

Likewise, I’ve seen mediocre sales people smash sales targets because they worked the most effective sales channel harder than their email writing, social media surfing, LinkedIn connectors!

Sales Insight 3: Look – both routes work. But neither route works to the exclusion of the other.

Sure, social media is great for research, relationship building, building highly qualified lists of prospects. But it’s the sort of activities that can be done at any time, BUT not during core selling hours and not to the exclusion of picking up the telephone.

So What?

I did a sales audit last week. Some sales guys were spending as little as 20 mins a day on the telephone and the Sales Director wondered why sales results were nowhere near what they needed.

Strangely no-one could really identify where the rest of the day went. They just knew that it went. The figures showed that wherever it went, it wasn’t on generating sales, feeding a pipeline or creating value that prospects were prepared to pay for…so, go figure.

We need to understand what sales channels work best, and work those, because that’s where the sales results are.

The Sales Improvement Workshop is designed specifically to get the juice back in to talking to prospects. Get the sales function having proper sales based conversations. Sharing sales insight. Delivering business development and sales techniques that will destroy all the myths that are leading to sales people losing focus.

This course can be delivered internally or it’s run monthly in Sheffield. Just call or email to discuss which option is better for you, contact details are below.

What Next?

Book Your Sales Audit. If you’re looking to improve your sales results, then before you do anything, book your Sales AuditIt’s the fastest way to identify all those areas that are stopping you getting the sales results you deserve. Delivering sales insights that allow for targeted and focused sales interventions…instead of buying into the the sales folklore and myths currently derailing your sales results.

Book now.

Happy Selling

Carol

carol@mortonkyle.com 0779 002 1885

p.s. You can also subscribe to a free weekly sales insight and business development newsletter. I’s great for supporting daily sales huddles, internal sales training and sales coaching sessions. Subscribe here – The Advanced Business Achiever 

 

 

Building a Sales Funnel – 10 Ways to Deliver High Converting, High Value Customers!

Building a Sales Funnel – 10 Ways to Deliver High Converting, High Value Customers!

Building a sales funnel is not high on most sales people’s lists of things to do.

Most sales prospecting activities suck. Fact.

They certainly rarely give you the sales funnel you’ve been dreaming of. Continue reading