rich
cold call contradiction
Posted 7:31 PM on 06/05/08 -
Reply to this postCold calling a waste of time. Dependant entirely on what sales field your in. Plumbing, electrical, appliance repair, heating and cooling along with others are made up of mostly cold calls. Dependant of cold calls. Not a waste of time. I would say close to 95% of the calls are a form of cold calling. Specially when your hooking up with new clients. I know of no sales which does not go after cold calls in order to grow. To keep all your eggs in one basket hoping to keep your old clients feeding you. You are only fooling yourself. You need new clients.
What do you think this site does. It is a form of cold calling. The seminars are fuel for cold calling. The books are cold calling. The difference, Jeffrey has found a way to inspire people to pay for this advice. Come to him instead of asking for them to come to him. Oh hence the advertisement for the seminars.
There are easier ways of breaking down the barrier in order to realize the real objections without burning bridges.More thought provoking words which allow the client to understand exactly what they do not understand. I find a turn of a phrase said at the proper time inspires more then a screw you type attitude.
dee
cold calling
Posted 1:57 AM on 06/09/08 -
Reply to this postTo everyone who doesn't like cold calling or finds it a waste of time....I've made my living calling on Fortune 100/500 CEO's, Presidents, VPs, etc. in telecom, hi-tech and mutual funds. So much so that I started my own Consulting company and within the first month had my first client, a Fortune 100 company that has me cold calling and setting up appointments for their sales force....they pay me enough money that I don't need any more clients at this time.
I think anyone who says cold calling isn't viable should read "the Pursuit of Happiness" where Chris Gardner from one of the poorest backgrounds earned a very high 6-figure income 95% from cold calls and then started his own multimillion $ company from cold calls.
Lisa
cold calling
Posted 11:09 AM on 04/29/08 -
Reply to this post
I have question regarding cold calling. I am new to sales and several times now I hang up the phone and kick myself because I should have asked another question. I have hung up under the notion the person does not need my service and then think I should call back and ask this question...So if you screw up like that, can you call back? If so how long do you wait? How do you start the call again without looking stupid? Or is it too late?
GabFirst
Re: cold calling
Posted 7:54 PM on 04/29/08 -
Reply to this postYou should check this out, and then you'll understand everything about cold calling.
http://www.audible.com/adbl/site/products/ProductDetail.jsp?productID=SP_BLIF_000017&BV_UseBVCookie=Yes
Julia
Need ideas on how to overcome this
Posted 11:33 AM on 04/25/08 -
Reply to this post
I am newly hired to sell industry specific print ad space and because it is almost May, the initial response is..."Our advertising budget is already committed/secured for 2008." How do I overcome this?
JasonG
Overcoming objections
Posted 12:00 PM on 04/26/08 -
Reply to this postHi Julia,
I own and run a direct mail coupon booklet and have a reply to your post.
I have heard this similar objection. What your best plan of attack is to offer
something that pulls them through. i.e. When kids hear of a band coming to town, do they analyze if they can afford it? Only a small few. They see the value of seeing the band and want to buy a ticket badly. You need to show the advertiser that you have soething unlike the other guys and their would be missed opportunity if they DIDNT advertise sooner than later.
Plus, if their are no other advertisers in this category in your print piece, sell that as an added bonus. ("Hi Mr Salon owner, this is a great opportunity to stand out in our booklet as we currently have no other salons on board yet.")
Give it a shot and good luck!
Warren G. Tracy
Product line risky because it's new and different
Posted 11:51 PM on 04/23/08 -
Reply to this post
We are a gift company with an "automotive flair" selling a myriad of products under our registered trademark; The Busted Knuckle Garage. We meet with many buyers, several of whom are with Fortune 5000 companies...large automotive parts chains. To get us to the meeting most all of them clamor that they are looking for something "new and different".
Ironically, our biggest obstacle to closing the sale? They claim that it's too "new and different", it doesn't fit into current categories, we haven't seen anything quite like this before, etc, etc.
I typically counter that all of these objections should be easily seen as opportunity come calling.
Thoughts?
Warren G. Tracy
President & CEO
Almost There!, Inc.
Kate
What is it really about?
Posted 9:25 PM on 04/24/08 -
Reply to this postSomething "new and different" will indeed catch the eye of some passer by, or whomever is your end user?? Is it perhaps something else that is steering them away, does it look cheap, too breakable, not user friendly? Usually something new and different is positive unless perhaps it is seen as a novelty item that no one will pick up, think tire pump/bottle opener,,is it an item that is too weird? Chances are there is some other quality that is hitting them wrong. Find out what it is, and change it if you can. Most want something innovative and enterprising, perhaps sight material where it shows item this is doing well, and helps increase purchase of other such items they offer.
Markefe
Risky = Not Profitable = Perception
Posted 7:54 PM on 04/25/08 -
Reply to this postSeek to understand. Figure out why they want new and different. Why old and typical is no longer desirable.
"We haven't seen anything quite like this before"
- Do they have an example of something they've seen that is new and different, what did they like about it..etc Then use their words to describe your product.
The problem isn't if its new enough or too new but is it something that the customer will buy. Right now, they don't think your product "Is salable." Do you have any evidence to support it is salable and that it will make them more money. The risk is in their perception of their ability to profit from your product.
Chris
Passion
Posted 11:33 AM on 04/22/08 -
Reply to this post
Jeffrey,
Now that you've sung the praises of Justin Timberlake - and deservedly so - go see Springsteen in Charlotte on Sunday. You're a Jersey guy so I assume you have seen him before. More so now than ever, Springsteen pours everything he has into each show. A great lesson for all of us: give all you got everyday. No one does it better than The Boss.
kristina
The Boss Sells!
Posted 2:15 PM on 05/14/08 -
Reply to this postAmen! Bruce is the ultimate salesman. I brought my 12 year old daughter to the Orlando show and at one point during the show, Bruce saw her videoing him on her cell phone. He tells her to "work that phone girl" Didn't affect anyone at the show but my daughter and neighboring fans, however, that little acknowledgment made a lifelong fan out of all of us:) See Bruce whenever and where ever you can!
Marc
Going over the buyer to the owner
Posted 6:55 AM on 04/22/08 -
Reply to this post
I have an issue in a particular account where I don't feel as though I have the buyers respect or trust. I do however, have the the owner's. When I go to this account for a maintenance visit and write a fill in order, the buyer will sometime split my order with my competitor claiming he wants to "share the wealth". I have a commitment from the owner that I would be getting all the business. I'm sure the owner communicated this to the buyer, I think the buyer is just trying to say he won't be pushed around and told what to do.
Since I have the trust and respect of the owner, do I go over the buyers head and have a talk with the owner? Oh yea, let me say this also, this buyer is on thin ice with this company. The owner has asked me, on several occasions, to find a suitable replacement.
Thoughts and suggestions are always appreciated.
Kate
Business Owner is the Real Winner
Posted 10:37 PM on 04/23/08 -
Reply to this postTHIS GUY IS JUST PLAYING YOU FOR A FOOL, DO NOT BEND OVER FOR HIM!! It is easy enough to call this guy's bluff and see what he is up to, he obviously has an ego that is too big, and will go up against the owner any day of the week. Realize that the owner has authority to call the shots in this situation, and keep that guy outta the loop as much as possible. Do as much future business correspondence with the owner as possible, (send him or contact him with things that "might be of interest") and then get his ear to make his executive business recommendation to this guy from the top down. Good luck, hopefully this guy will be replaced asap!!!
Shad M
Take the high road
Posted 9:40 AM on 04/25/08 -
Reply to this postIf you go over the buyer you run the risk of making your life miserable as long as he is around. This is such a difficult area! I personally have experience with this type of scenario. Here is a great way to handle it. Ask the buyer to sit down with you and the owner for a meeting. Then address your concerns IN FRONT of the owner. Be diplomatic and take the posture of "what can I do better to earn ALL of your business". Then make reference to the "split" sale occurence. Ask them both for ideas on how to accomplish your goal and that "sharing the wealth" is something you want to avoid. If your relationship with the owner is as good as you claim then this short meeting should cure the problem. If not then you need to re-evaluate the relationship. Also, find something you and this buyer have in common and begin to develop a relationship with him/her. I know it sucks and you may not like them, but this is business and personal feelings need to be tossed aside. People buy from people they LIKE, if this buyer doesn't like you then that is YOUR failure and YOU need to be the one to make it right. Take them to lunch and find out what you did, ask for forgiveness and move on. That is the high road in my opinion, it s hard to do, but might just make all the difference. Do you have what it takes to do it?
