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8 Easy Steps to Cold Calling Success
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Sam Manfer
Selling in today’s Internet society is very different that it was a few years ago. Hi, I am Sam Manfer, the leading expert on developing C- Level Relationship Selling. My book TAKE ME TO YOUR LEADER$ has changed the way thousands of sales people and managers approach top, influential executives. Once you determine that getting to the C-Level and senior executives will help your selling career, then you want to learn about my processes. I’ve spent my career selling to senior executives and over 15 years coaching, consulting, and training over 17,000 sales people and sales managers. Let me show you how small changes to your methods can make huge sales differences. For more information check out my blog on C-Level, Relationship Selling.
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Sam Manfer
Cold calling is dead, but still kicking. It’s not to say that cold calling doesn’t work, but everyone will agree, it’s highly inefficient and very demotivating. Therefore, cold calling should go away, but it won’t.
I stopped at my Starbucks today and saw a vitamin or similar sales rep recruiting a new employee. I overheard some words such as “pitch” and “benefits” and thought about this new recruit. Obviously, the recruit needs a job and, more importantly, needs money. So what if she takes on this new line? What will she do to meet her financial obligations? What will her manager do to help her succeed? How will the new recruit generate interest/leads that convert to sales? Well, I guarantee, cold calling will be her main thrust, at least initially.
Getting new customers is a common problem, not only among new recruits, but also among seasoned salespeople with established territories. We all need new customers, so what can we do? Cold calling, in one form or another, is our default tactic. It’s what we do when we don’t want to try, change, or venture into other tactics.
So since cold calling will not go away, let me help you with some tips, not to encourage you to cold call – because there are better ways — but to make you more productive and less demotivated, if you and/or your bosses insist on cold calling.
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