A conspiracy exists on the planet of selling. A cold calling conspiracy theory.
What I’m talking about could be the requirement by most sales organizations to create cold calls on your time and efforts and at your purchase. They say that cool calls equal appointments the same sales, but that’s not accurate anymore. All sales managers usually are guilty of teaching that, believing it, and using it. “Increase your activity in addition to increase your income” are the mantra. We’re told to carry out the sales math to “motivate” ourselves. Have you heard this place? “If you make five hundred dollars commission per sale also it takes five appointments to have the sale and twenty calls to have an appointment, then each cold call will probably be worth five dollars in your own pocket. ”
Did anyone ever genuinely believe this?
Hey boss, put your money where the mouth area is! If that were really true, companies would pay us all the five dollars each call! They don’t because that equation never works in the real world… for anyone. The simple fact is that people are only paid with regard to completed sales, not for attempts. Directing salespeople to help make more calls and increase activity is usually a weak excuse for a sales manager or trainer to justify his or her job. Cold calling is an expensive waste of your energy. The reason companies perhaps you have cold calling is because this can be a waste of your time and your money, not theirs. You only make money once you sell something, yet over eighty percent of all salespeople’s time is spent searching for someone to sell to.
The bottom line is that any of us, as salespeople, cannot afford to keep on fooling away our time on low-percentage pursuits like cold calling. It’s a way for companies to avoid wasting money at your price. We must focus your attention on activities that come on results in this brand new Information Age economy, and the effectiveness regarding cold calling fell dramatically when we left the old Commercial Age and entered this particular bold new era. Forget cold calling and figure out how to market yourself intelligently, systematically, and automatically. Self-marketing is the key to success in our selling environment and the “secret” coming from all those top producers whom obviously don’t cold call and won’t tell you what it is they’re doing to create those huge numbers each month. Remember, Napoleon Hill’s great do the job is entitled “Think and also Grow Rich, ” not “Work More challenging and Stay Broke. ” Don’t become a victim of the Cold Calling Conspiracy – figure out how to market yourself successfully along with join the elite clb of top producers. I did it and you can too
Ari Galper, the World’s #1 Sales Trainer and expert on trust-based cold calling, is the creator of Unlock The Game?, the leading sales approach being adopted by companies across Australia, in Sydney, Melbourne and Brisbane. You can take a Free Test Drive of Ari’s cold calling approach at http://www.unlockthegame.com.au/.