Prospecting v. Cold Calling: Let’s settle this debate


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This week someone forwarded a discussion that “cold calling doesn’t work.” Holy smokes 23 comments about cold calling.

If a salesperson is calling into their target market and have a strong laser sharp value proposition, including an engaging voice mail message, they are prospecting and it works! My definition of prospecting is the steps you take to identify, qualify and get in front of your ideal prospect.

Salespeople who are not successful with prospecting most likely have not done their homework or they are suffering from Sales Call Reluctance. There are solutions to every challenge and obstacle. If they are unable to identify and admit what’s not working, they need to get with someone they trust and get coaching on their issues. There are no excuses.

If you have done your homework, you have living proof that the prospects you are calling have a need for your product or service, you are emotionally connected to your value proposition, you will succeed.

The people who believe that “cold” calling doesn’t work are right — it doesn’t work for them. Go ahead debate this all day while your competition is taking over your market.

Republished with author's permission from original post.

Connie Kadansky
Sales Call Reluctance Coach, Trainer. Salespeople, financial advisors and executive recruiters, count on me to help them overcome Sales Call Reluctance, make focused calls with confidence, and set more appointments so that they can sell consistently.


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