Excerpt from Cold Calling. Click Here for Table of Contents.
Most people hate using the telephone for cold calling. And their results become self-fulfilling prophecy. But I look at the telephone as a wonderful time-saving tool.
When used properly, it enables you to separate buyers―people who are going to do business with you―from tire kickers, those who are going to ask many of questions, have you jump through hoops, waste your time, but never place an order.
Effective cold calling does two very powerful things for you:
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Requires that your focus on the people who are going to buy from you. You close more sales because you are more focused on qualifying prospects and understanding their needs.
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Improves your close rate because you are able to find more prospects (people or businesses) who are in the market to buy from you . . . TODAY. You realize additional sales because you quickly identify the people who aren't going to buy from you before you spend 30, 60, or 90 days chasing them.
Change your perspective. Learn to love the phone. The telephone is the most effective time management tool you have. Use it more effectively, and your income will soar.
Overcome the fear of Cold Calling contains proven techniques that will enable you to profile candidates, to manage your prospect database, to improve introduction skills, and to close more sales.
