Prospecting Without Fear November 2011. The Cold Call. Vanquishing anxiety, fear & feelings of rejection. The latest Sales meeting was focused on “prospecting.” Your Sales Manager has given you a quota of 5 new customers this month. Your prospect list has dried up
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Prospecting Without FearNovember 2011
Vanquishing anxiety, fear & feelings of rejection.
The latest Sales meeting was focused on “prospecting.” Your Sales Manager has given you a quota of 5 new customers this month. Your prospect list has dried up
and you need to COLD CALL. Before you panic, Mohawk MakeReady to the rescue. We have some ideas that should help calm your nerves and help you get back on track.
We don’t mean this type of “cold call”
Don’t take any part of the call personally.
The Golden Rule:
Definitely applies in the sales process
Your attitude and mental focus are key.
In preparation for the call, you must
have a new type of approach, one of sincerity and trust. Your objective
should not be to get a quote or an
order. When your foundation is more than just merely selling something, it is refreshing and much more relaxed. Focus on conversation and build some trust. See if there’s a fit to do business together.
Try to be creative, daring, and memorable to increase the likelihood of a call back. You want to make the prospect think about what you said (and how you said it).
They are allies not foes.
If you can’t get past the ‘gate keeper,’ try approaching a company salesperson. They love to talk, love to network. They can help you make the connections. Another approach idea is to connect with the company when they exhibit at tradeshows.
Do your homework:
It’s easier today more than ever before
Planning is key to the kingdom. Rise early, always have a planner or a pad of paper with you. We recommend using a 2 page per day planner. This gives you the ability to write notes on one side and to do’s on the other.
If you love what you do, if you are passionate about your company, it shows.
You can use simple “hidden messages” to help support yourself and your companies brand.
Whether you call it a commercial or an elevator speech, you need one, short and sweet and to the point.
Write a brief paragraph - what you do and how you can help others. Practice it and commit this to memory. It should flow off your tongue easily.
Keep in mind..…
Days flow into weeks, weeks into months…
Keep some type of Customer Relationship Management (CRM) system for your calls, whether you are doing it by hand in your planner or in a computerized system. If you don’t, after a few months, you can forget who you followed up on last.
Set measurable goals and identify daily prospecting activities. Track and evaluate your selling statistics. This will enable you to manage your expectations and attain your objectives without stress or aggravation. The numbers don’t lie.
We can help…
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