In the last two weeks several individuals have called my office to attempt to sell me on a myriad of products. These have included everything from mortgages, timeshares to even debt reduction and printing services. In one instance a gentleman named Rick has called both my home and office 17 times. Attempting to reach a prospect this many times and expecting a return call is asinine. The problem is twofold. First many professionals are instructed by sales managers to make numerous phone calls in order to achieve some lead generation result. Second, others believe that just calling around will help sell their services. In both instances this is simply a waste of time, money and spirit.
Several issues need to be considered in order to become more successful in selling products or services in today’s competitive market.
1. Stop the rote examples used by many others. Simply put cold calling does not work in today’s competitive economy. Yet many people still attempt this ridiculous exercise in the hope of great achievement. Riches are not made today cold calling.
2. Check your attitude. Ii is overwhelmingly disconcerting to listen to the attitudes of cold callers. Albeit I am more sensitive than others the fact is I am not a friend or buddy. Therefore it is necessary to use my last name and not my first! First names will only be used when relationships are established.
3. Relationships. This is what selling is about not widgets. People invest with those they know and trust. Worry about relationships not quotas!
4. Check your attitude part two. Those lacking passion and conviction are simply doomed to failure. Be proud of the organization and its products.
5. Preparation. It is incredible how many people believe how easy selling products and services are. Yet ask most selling professionals and they have no idea what to say before they say hello. Preparation is the better part of valor.
6. Refrain from self-proclaimed experts. With the increase of blogging and social media there has become an infinite number of self-proclaimed experts. Unfortunately many are running to free advice offered by those that have never sold. Unfortunately, blogging is a low barrier of entry. Create a relationship with those you know and trust first.
7. Stop being cheap. Economic turmoil and recessions are great times for innovation. Now is the time for self-mastery and self-education. The one thing that never to be taken away is how much you learn professionally and personally. Stop the excuses and get the education required to make better at what you do.
