The New Cold-Call
Cold calling is very different today! If it were the 1970’s and a vacuum salesmen could come to your home and sell it to your mom…well, things have changed completely! 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, you need to work your salespeople out if the cold calling grind and into referral based selling. BUT until then…here is how to do it best!