Which topic are you most interested in today?

Please select the topic you are most interested in today. If possible please elaborate on your selection in this thread. Thank you for your participation.

Today it's cold calling, Jeff.

It's a topic I've had to embrace over the years out of necessity and it's fascinating to study. Over coming fear, learning how to cold call, and seeing it as a larger dynamic from which other things can be understood come to mind.

Also, I'm in a business which requires me to work with and train recruits to cold call - to prospect people who don't know them and may not be a targeted niche. Even when there's a prospecting lead - someone targeted with a given need and want to - I consider the call to be cold.

Another perspective is that everyone is warm blooded and a stranger is a friend yet to be so relax and make an offer. The dynamics of all this fascinate me, Jeff.

MitchM

Originally Posted by MitchM Today it's cold calling, Jeff. It's a topic I've had to embrace over the years out of necessity and it's fascinating to study. Over coming fear, learning how to cold call, and seeing it as a larger dynamic from which other things can be understood come to mind. Also, I'm in a business which requires me to work with and train recruits to cold call - to prospect people who don't know them and may not be a targeted niche. Even when there's a prospecting lead - someone targeted with a given need and want to - I consider the call to be cold. Another perspective is that everyone is warm blooded and a stranger is a friend yet to be so relax and make an offer. The dynamics of all this fascinate me, Jeff. MitchM

I appreciate the input Mike. Knowing what information members want allows me to focus my efforts when securing new content.

For me currently it is internet marketing. I am really getting interested it different and new ways of internet marketing, I have a lot to learn as i am complete newbie, but it attracts my attention as technology is bringing various ways to sell products on the net.

Any knowledge in regards to this I feel like I have to know it. As a person of marketing its always learning the facets of marketing that you don't know. Right.

bishika

I am really working on pushing my people to develope more referrals and improve personal selling skills. In my indusry a lot of the sales people are afraid to admit they are sales people... they fall into that whole "I'm not here to sell you anything" trap.

It's too bad because a few of them are extremly tallented and a little push would go a long way. A few of them could probably double their income.

I firmly believe that personal selling skills will help anybody in just about any area of life. Of course professional salespeople will benefit from them financially, but anybody who knows how to sell an idea will find that life is easier and happier.

Originally Posted by MitchM Today it's cold calling, Jeff. It's a topic I've had to embrace over the years out of necessity and it's fascinating to study. Over coming fear, learning how to cold call, and seeing it as a larger dynamic from which other things can be understood come to mind. Also, I'm in a business which requires me to work with and train recruits to cold call - to prospect people who don't know them and may not be a targeted niche. Even when there's a prospecting lead - someone targeted with a given need and want to - I consider the call to be cold. Another perspective is that everyone is warm blooded and a stranger is a friend yet to be so relax and make an offer. The dynamics of all this fascinate me, Jeff. MitchM

Hi Mitch,

I remember succinctly my early days in selling advertising in the Yellow Pages. I used to enjoy cold calling, after the appointment with my premise contact prospect is over (usually successful ... hehehe), cold calls is the next order of the day. Why waste the trip when you are already in the vicinity. Make cold calls, gain information on new or existing clients, solicit for an appointment, or just try to plain sell.

Cold calling often times really test your selling ability. And many are times when I exceed my fortnightly sales budget through cold calls turned hot.

My advice to new salespeople .. go and make those cold calls, and enjoy the excitement of selling on your feet.

Wiromal

Originally Posted by bmtrnavsky I am really working on pushing my people to develope more referrals and improve personal selling skills. In my indusry a lot of the sales people are afraid to admit they are sales people... they fall into that whole "I'm not here to sell you anything" trap. It's too bad because a few of them are extremly tallented and a little push would go a long way. A few of them could probably double their income.

Sounds like you are really in a highly competitive industry, and your salespeople may just believe that: 1) their product(s) is/are not superior to the competition; 2) their company may not have that desired reputation in the competitive industry; or hopefully not, 3) they don't believe they have the ability to face up to the client and admit that they are there to sell their products or services.

In my country, being a salesman is not a profession that can win over a prospective father- or mother-in-law. I am bemused by your admission that this feeling of inadequacy should also be felt in, of all places, the U.S of A.

But, do please take heart. Perhaps they are too young, too new in sales. They haven't developed that confidence in their chosen (is it?) profession in sales only people with a lot of experience could hope to have gained. Fear of rejection, tension and relationship management, inability to identify with demonstrated customer behaviour and a host of other skills are probably still lacking. They could be out of their depths and operating outside their comfort zones at the moment.

And, we are talking about getting referrals --- testimonials and assists only given out usually by satisfied customers. That just about doubles the pressure on your people.

Instead of "push", try pulling one of these fine days. They probably need to see some successful models to emulate.

Just a thought. But you do have your work cut out for you there buddy.