The Goal Of Cold Calling

Transcript of this video

Think about the primary objective of a cold call or prospecting call. It's probably not what you think.

Most sales people will say, the goal of cold calling is to get the sale, or to get the appointment or to make the demo, or even submit that proposal. In truth this is not what the primary goal of what a cold calling is.

In truth, the primary objective of cold calling is not to get their business but instead to determine if you and that prospect are a good fit. Now think for a second how this attitude will affect your behavior and how you approach cold calling.

While you traditional approach may be to go and try to produce a measurable result. Now you approach is to just determine to see if you and that prospect have a good match that is worth pursuing and moving on to the next step in the sales cycle.

The fact is, pushing a sales prospect forward before the prospect is ready is only creating what you want to avoid, which is putting pressure on the prospect by creating an adversarial position right from the tart. So be curious when making calls, if the primary objective right now is to make a fit. Then naturally you're going to ask more question, so instead of saying how can I go ahead and sell this person. Ask yourself if even want this person as a customer.

I learned a long time ago, that if you want a job that you hate, work with people you can't stand. Instead of the prospect interviewing and qualifying you, now you're the one doing the qualifying. This brings a whole new meaning to the term "qualifying the prospect", because now you're the one doing the qualifying. The fact is the interviewing process goes both ways.

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Keith Rosen, MCC
1-888- 262-2450
info(at)ProfitBuilders.com

 

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