The New Cold-Call
Cold calling is very different today! If it were the 1970’s and vacuum salesmen could come to your home and sell a vacuum to your mom…well… things have changed completely! Referral-based selling is the only way today to be successful in sales. Building referrals does take time and work. There are some specific tips on how to build your business on referrals. A sales process that is consultative is the ONLY way you can even begin to cold-call. Cold-calling is still the least effective way of making sales but often needs to be a part of the overall plan. Typically, at the beginning of your sales career, this is more prevalent, but one of the goals should be to create relationships through networking and decrease the need for cold-calling. That being said, while it is a large part of prospecting, let’s talk about making it more effective.
In the long run, salespeople need to work out of the cold calling grind and into referral-based selling. How to be effective on the phone? You must have a true process with cold calling and create cold-calling skills that are consultative.
BUT until then…here is how to do it best