Summary: Additional Notes for this episode: Lack of Preparedness No one wants to do a job that they don’t have the proper tools, technology and training they need to succeed. The tools, the technology, and the training prepare you to succeed and build confidence. The opposite is also true; a lack of the proper tools, technology and training destroy confidence. For cold calling, this boils down to a couple of key factors. Do you have a written script? Do you have a written script for objections? Is the script something that you can be proud to use? Does your script make you sound like a professional whose clear goal is to create value for the customer? Or does it make you sound like a credit card company? Lack of Ability to Differentiate Professional salespeople need to differentiate themselves in a crowded field. This is difficult to do, and it is more difficult over the telephone–especially when the salesperson rattles off the same lines the prospect just heard from a competitor. Salespeople don’t like to make cold calls when they cannot differentiate themselves. There are a lot of gimmicks and tricks to differentiate that have been tried over the years, like fake polls and surveys, but all result in a lack of trust once the call turns into a sales call. To differentiate yourself on the phone is difficult, but it has to be done and it has to be authentic. One great way to do so is to create value for the prospect. Inability to Create Value for the Prospect Professional salespeople succeed when they create value for their prospects and customers. When cold calling doesn’t provide you with the ability to create value for the prospect, it doesn’t feel like a worthwhile use of your time. There are sales organizations who have figured out how to deliver value before claiming value over the telephone. They still ask for appointments. But the calls are valuable for the prospect because they provide the prospect with something more than a request for an appointment. The reason telemarketing is so offensive to the people receiving the call is because it is so one-sided; it isn’t about creating value for them. Conclusion: Poor Results and Call Reluctance All of the above factors lead to poor results, and poor results lead to less activity. Nobody likes to do something that isn’t working. They like it even less when the person on the other end of their activity doesn’t like being the recipient of the activity. Correcting and improving the three factors above can make cold calling a more valuable tool in a salesperson’s arsenal. Source: https://thesalesblog.com/2010/01/05/the-truth-about-why-salespeople-dont-like-cold-calling If you haven't joined my #ATSBusinessUniversity community, you need to jump on it ASAP! By joining #ATSBusinessUniversity you will put yourself on the fast track to becoming a millionaire, you get more than 9 trainings a week, including business, marketing, and sales training, access to my exclusive keynotes, real estate training, and more winking You can join here: https://www.theatsjr.com/ats-business-university Thank you for watching this video. I hope that you keep up with the daily videos I post on the channel, subscribe, and share your learnings with those that need to hear it. I love to read your comments and they honestly help me get better and do better. — Subscribe to my podcasts here: Awareness TV https://itunes.apple.com/us/podcast/awareness-tv/id1389933804 Brick By Brick http://apple.co/2pAUvvZ Overcoming Low Self Esteem http://bit.ly/OvercomeWithTempestt Secret To Success http://bit.ly/Secret2SuccessATS B2B From A2Z https://itunes.apple.com/us/podcast/b2b-from-a2z-podcast/id1400043854 — Follow my journey to a billionaire here: https://www.youtube.com/watch?v=5kmAubxvVm8&list=PLDfDDB8Ofy_cAUendB1k1TuJ4_7kySBMS Get free millionaire training videos here: https://www.youtube.com/watch?v=oqWl4yM2n34&list=PLDfDDB8Ofy_f7koLe0RzHrZ2Ez3t(continued)
