1) “Experts” have declared that cold calling is dead With as much negative press as a cold calling has gotten, it’s hard to stay faithful. Leaders of emerging industries have been calling for an end to the cold call for years – everyone from social sellers to inbound marketers. And for the record, cold calling is NOT DEAD. 2) It’s easier to claim it doesn’t work than figure out how to do it right If you have tried cold calling once or twice and not found immediate success, you’ll find it easy to join the haters. Like any sales skill, it takes a lot of sustained effort to master. 3) Many salespeople are being forced to cold call, and the tedium is driving them crazy There are lots of ways to not enjoy the activity of calling strangers to sell them things. Cold calling company for windows and doors replacement All it takes is one manager demanding “50 dials a day” to ruin your appetite. 4) We’ve begun overcompensating for the “buyer’s journey” I personally love the idea that we need to sell how customers want to buy, and I’m a huge proponent of setting up a sales process accordingly. But we’re applying this concept to all parts of the process equally, so now we’re afraid to interrupt people. 5) Nobody wants to be a robot Scripts are a cold caller’s friend, but most people haven’t learned how to use a script in a natural way. This forces them into talking like a robot or going off the cuff and not knowing what to say at all – a sure recipe for disaster. 6) Fast food taught us that quality & quantity are enemies For decades nobody walked into a McDonald’s expecting a high-quality meal – they expected a lot of food for a low price (I’d bet this is why they’ve launched a host of new fancy menu items). This is how people tend to view cold calling, as some low quality, high volume means of getting business done.
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