September 23, 2010

Cold Calling - Is it Good...!!!!!!

Why it's good that cold calling is so difficult for most sales people??????!!!!!

Cold calling is traditionally the most challenging part of the selling process.

Moreover, for most sales people cold calling is becoming increasingly difficult - because the prospective customer's time is increasingly pressurized and therefore increasingly protected, and so cold calling sales people are increasingly resisted.

Prospects and decision-makers are increasingly difficult to reach, on their guard, and very sensitive and resistant to obvious 'sales techniques'.

Consequently the sales person feels extra pressures, not helped by scripted or contrived language, or an over-zealous sales management or system, which understandably creates a feeling in the prospect of being pushed or manipulated. In these circumstances any hope of forming vital trust is of course lost at this point, and recovery is virtually impossible.

However, sales people who adopt a positive and skillful approach to cold calling generally find that cold calling becomes easier.

This is because cold calling itself is influenced hugely by market forces, i.e., all the other cold calling sales people attempting to do it.

The more difficult cold calling is for the majority, then the easier it becomes for the successful minority.

If the cold calling challenge were easy, then it would be easy for everyone, and therefore very difficult to achieve differentiation or advantage, to stand out, to be noticed and respected and valued - to succeed.

Happy surfing!!!


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