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Copyright (c) 2012 Kimberly Schenk
Sales people who master how to cold call with confidence have the power to produce the income they desire. Success breeds success. After experiencing the benefits of a consistent income stream your career options expand. Whether you work on commission or receive a salary plus performance bonus, cold calling is a tool every top producer needs and respects.
Three of the most important qualities needed to cold call with confidence are:
1. The ability to listen to customer needs
2. The ability to ask qualifying questions
3. Knowledge of how to sell or what your sales process encompasses
Many sales training courses cover the sales process but fail to address the salesperson's state of mind. If you've never made cold calls there's a high probability you'll experience a form of call reluctance. All too often call resistance is ignored because the old solutions are not effective. No one needs to 'power through' the pain. Old-fashioned thinking is one reason the sales profession has a huge turnover rate. You can have dynamite sales skills and also have call resistance!
If you balk at the idea of making even 30 calls a day, refining your sales skills is a good place to start. If you know how to make high quality sales calls yet still freeze at the idea of calling, we must dig deeper.
When you sit down to cold call most of the people you try to reach will not answer their phone. In recruiting, talking with 4 - 5 people an hour is a healthy target. If you call for 3 - 4 hours a day, Recruiters tend to find a good candidate every day. In the recruiting world, sending 4 - 5 candidates on interviews a week will equal 6 - 12 placements a month. Some industries are easier to recruit in than others however; top producers who cold call enjoy the best results.
No recruiters I know makes cold calls eight hours a day. There's no need. The activity generated from consistently calling three - four days a week for a few hours is massive. Consistency builds confidence and results create peace of mind.
If a sales career is new for you it's important to understand cold calling is a necessary task. We all have tasks. Mine include grocery shopping, picking up the dry cleaning, and a host of other not so glamorous jobs. Tasks become part of the routine and we do them without much fuss.
Cold calling with confidence may not come easy. Call resistance is uncomfortable. It can trigger anxious feelings that make no sense at all. Honor those feelings because they are authentic. Like most things in life there's a solution. The best solution to dissolve resistance I've found in over twenty years of sales, and having suffered from call resistance myself, is Emotional Freedom Techniques (EFT).
EFT is self-administered and easy to learn. It feels like Emotional Transformation Technology, or as I call it, "Miracles in Moments'. EFT helps the body and mind release ideas and emotions that have wounded us in some way. EFT is emotional acupuncture.
EFT is an energy therapy. Tapping sequences release painful memories and erase negative feelings we hold in our memory. Tapping specific acupoints on the body sends vibrations throughout our system and blockages disappear. As our energy flows freely we are healed. Old traumas impact our behavior today. As these targeted feelings dissolve, we can re-pattern our brains to reflect the behavior we desire today.
Consider this: If our parents advised us not to talk to strangers to keep us safe when we were small, that message resides within us 30 years later. If we internalized a rule like, "Don't talk when the adults are talking." Or "Hush, don't pester me with all those questions!" those messages live on. While not applicable to our sales position they still hold our emotions hostage. Emotional freedom is liberating.
We don't need to connect a cause to the feeling in order for it to dissolve. One of the miraculous benefits of tapping is we can tailor the process to meet our needs. If call resistance returns, tap and release again. EFT is truly one of the finest discoveries of the last twenty years, in my opinion.
If it's important to your career to know how to cold call with confidence you have the solution. As your consistency increases, peace of mind will follow. Your transformation may be subtle but your confidence (and sales) will soar. Those receiving your calls will feel the power of conviction in your voice. When call reluctance dissolves you will truly be in command of your sales future.
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Source: http://www.content4reprint.com/inspirational/motivational/cold-call-with-confidence.htm
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