The History Channel Beats SalesReps!
Christine ?? Harrington
I help sales reps and business owners move from feeling frustrated and ineffective to mastering the art of sales so they can confidently close deals, achieve their targets, and secure their business's future success.
While watching Shawn Ryan’s interview with Brandon Fugal, Mr. Fugal revealed, The History Channel called him every week for an entire year, trying to have a conversation with him. Finally, Mr. Fugal took the call, and the meeting was set.?
Salespeople, how often do you feel like a pest for following up with a prospect? Producers of networks are relentless. I know a few. How many calls in do you finally give up? One or two? The History Channel called 52 times before landing the deal. Keep that in mind before complaining that people never answer their phones or return voice messages.
Leaving a voice message supported by an email right after the call should have the same professional message. Don't lean on being cute, charming, or humourous. There are no magic call openers or tricks. Tricks do nothing but create distrust, while your entire goal is to create trust and rapport. Instead, lean on learning to call prospects the right way and develop some persistence.
The History Channel didn't cave after a few attempts to meet with Mr. Fugal. No..they continued to call and continued to reach out in a professional manner.
After four decades of cold calling, I've learned what works and what doesn't, and the shiny new object rarely works. There's so much noise in the sales space that it's hard to find the BEST signal. Stop listening to those who are dangling the "latest bad a$$" cold call openers in front of your desperate eyes. You'll never be considered a time waster to a prospect if you deliver a professional, well-delivered cold call.
Here are a few basics
The above 4 steps should be your cold call opener in that order.
If you don't care about your reputation or getting significant cold call results, then use the cutesy charm and humor, which is the latest shiny new magic in the cold calling space. You won't get appointments, but you will get a significant amount of hang-ups!
And here's the buried lead.
It's not that shiny new magic words that will land you more deals; it's the persistence of calling as a professional salesperson. Clown calls rarely get attention other than maybe getting you fired.
Treat the prospect with respect by calling with respect.
Soon, I'll be launching a cold-calling course to help you sound like a 4-decade cold-calling expert. There's so much I'm covering that is rarely talked about in the sales space. You'll learn how and why my cold-calling results are over 50%. Don't miss the launch .. sign-up here: https://vid.us/k5eitf