When a Cold Call Isn't a Cold Call |
Just the term "Cold Call" has threatening, wasteful connotations in my mind. Yet, every sales person has to make this kind of call sooner or later. Most sales people would rather have bamboo shoots stuck under their finger nails than make cold calls. The reason is simple, "Cold Calling" carries with it an extremely high rejection rate. And, even though as professional sales people we realize that rejection is part of building our sales success, that doesn't mean we like it.
Cold calling may be the sales tactic that gets no respect. But it really can work -- if you do it right. Stop thinking of such calls as "cold" in the first place. "Qualification" is a more accurate description. Don't forget, plenty of research is necessary before reaching for the phone to set up that in-person qualification call.
Read more at: .
|
