Cold Calling Tips-The “Mirror” Technique

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If you’re a sales manager who runs a team calling on the phone, consider putting up mirrors on the walls to replace all those motivational posters.

According to reports out from Sales & Marketing Executives International, sales teams can increase their productivity by up to 45% if they are looking at themselves in mirrors as they make their calls.

Vanity? Not really. Apparently by looking at oneself in the mirror it counterbalances the one sided nature of cold calling by psychologically introducing ...

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Cold Call Selling Tips-Making Sure Your Prospect Doesn’t Lose Face

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If you sell to corporations, you know that one of the biggest obstacles you face is what I call “Losing Face”.

Your prospect, whether he/she be a purchasing manager or a senior executive, the thing that they’re the most worried about is making a bad decision. In fact, the fear of making a bad decision usually out weighs the benefits that would come from taking the initiative or exploring a new option.

If I had to sum it up in one word, ...

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How To Cold Call-Not For Wimps

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There’s nothing I love more than a great sales presentation. If you’re in sales you know what I’m talking about.

I think that great sales people really appreciate other great sales presentations. Much the same way as great copywriters tend to be great readers and admirers of other great copywriters.

But, my oh my has the art of using the telephone to build relationships fallen by the wayside. It seems that callers are either 1)overly aggressive 2)total wimps or 3) can’t overcome ...

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Does Cold Calling Work?

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Posted by Mark Satterfield in Cold Call Selling, Cold Calling Scripts, How To Cold Call on July 13th, 2009

It’s probably the most reviled term in any business owners lexicon, but the reality is that cold calling actually does work.

Sure it’s bit like plowing a field with a mule.

But if you have extra time on your hands, and not a lot money to spend, it’s a way that actually will generate you some new business.

If you do it right.

But…(and this is ...

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