Comments on: The Truth About Why Salespeople Don’t Like Cold Calling http://thesalesblog.com/blog/2010/01/05/the-truth-about-why-salespeople-dont-like-cold-calling/ S. Anthony Iannarino Sat, 19 Apr 2014 23:35:00 +0000 hourly 1 http://wordpress.org/?v=3.9 By: Dan S http://thesalesblog.com/blog/2010/01/05/the-truth-about-why-salespeople-dont-like-cold-calling/comment-page-1/#comment-14807 Tue, 25 Feb 2014 00:34:00 +0000 http://thesalesblog.com/?p=1682#comment-14807 Also, it requires management who understand this process is a long play, not a short play. It is about finding targets, turning targets to prospects and prospects to opportunities.

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By: Dan S http://thesalesblog.com/blog/2010/01/05/the-truth-about-why-salespeople-dont-like-cold-calling/comment-page-1/#comment-14806 Tue, 25 Feb 2014 00:33:00 +0000 http://thesalesblog.com/?p=1682#comment-14806 The single biggest, and often forgotten, advantage of cold calling/prospecting is you get to deal with the people you want to work with. Marketing to drive business to you is indiscriminate. And, given the message, you are then compelled to work with the people once the act on the marketing.

Direct prospecting (whether cold calling or otherwise) allows you to identify and target the opportunities you WANT to work with. By an extension of this, your service levels naturally improve as you’ve chosen this path, rather than had it dropped on you.

Like Syed said below, done properly it is a quite a process. Under your preparedness, Anthony, you could expand on this well beyond just the script. It starts with a clear view of your targets, researching them, finding out who you know that knows them etc. The script and call are at the end of a considered process.

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By: Dan S http://thesalesblog.com/blog/2010/01/05/the-truth-about-why-salespeople-dont-like-cold-calling/comment-page-1/#comment-14805 Tue, 25 Feb 2014 00:27:00 +0000 http://thesalesblog.com/?p=1682#comment-14805 Knowing full well I, sincerely, absolutely LOVE making cold calls – I can counter this ‘nobody likes cold calls’ line of thought. I have had no one (not an exaggeration) tell me to ‘Pi$$ off’ from making cold calls and some of the biggest deals we’ve landed have come from this process.

Syed summed it up above – more often it doesn’t work because of the caller rather than the callee.

Cold calling is a very necessary part of a sales persons tool kit and a skill well worth mastering as it can be very effective.

In my experience, those that shoot it down are the ones that are afraid to or can’t do it effectively – so dismiss it as an ineffective strategy. Not intended to offend you (and it may) but it has certainly been my experience, and a mindset easily changed it you’re prepared to be uncomfortable for a while.

As for ‘needing to die’ – disagree here entirely. In this day of technology and marketing saturation – I have had more people say ‘wow, you’re the first sales person to actually ring me to come see me’. The personal touch, if done properly, can be very effective with your targets. Much more than fancy marketing, passive sales and non-personal interaction.

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By: S. Anthony Iannarino http://thesalesblog.com/blog/2010/01/05/the-truth-about-why-salespeople-dont-like-cold-calling/comment-page-1/#comment-14732 Tue, 04 Feb 2014 19:03:00 +0000 http://thesalesblog.com/?p=1682#comment-14732 Well look at that. This article is four years old and as true today as it was then.

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By: Ben http://thesalesblog.com/blog/2010/01/05/the-truth-about-why-salespeople-dont-like-cold-calling/comment-page-1/#comment-14730 Tue, 04 Feb 2014 02:33:00 +0000 http://thesalesblog.com/?p=1682#comment-14730 This article appears to be 4 years old now. We’ve advanced quite far in other ways to market business. That said, nobody likes cold calls. Nobody likes giving them, nobody likes taking them. It’s a broken system that needs to die, hence why there is a ‘do not call’ list in effect now.

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By: profesional web design http://thesalesblog.com/blog/2010/01/05/the-truth-about-why-salespeople-dont-like-cold-calling/comment-page-1/#comment-12164 Tue, 09 Apr 2013 10:03:00 +0000 http://thesalesblog.com/?p=1682#comment-12164 A great resources, some I’ve never heard of and didn’t know I’d need. Thanks for share.

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By: Social Media is the Global Warming of Cold Calling : Fliptop http://thesalesblog.com/blog/2010/01/05/the-truth-about-why-salespeople-dont-like-cold-calling/comment-page-1/#comment-11399 Wed, 19 Dec 2012 01:34:03 +0000 http://thesalesblog.com/?p=1682#comment-11399 [...] that have been doing it for any period of time know what it takes to be successful. According to veterans of cold calling, there are three things required to hook a [...]

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By: Networking & Sales: The Low Budget Marketing Strategy That Works « Ariel Marketing Group http://thesalesblog.com/blog/2010/01/05/the-truth-about-why-salespeople-dont-like-cold-calling/comment-page-1/#comment-11059 Tue, 16 Oct 2012 20:38:27 +0000 http://thesalesblog.com/?p=1682#comment-11059 [...] idea of cold calling makes you do.  I used to turn my nose up at it too, until I got turned onto S. Anthony Iannarino‘s philosophy. The truth is that there was a time when most salespeople were dependent upon [...]

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By: Appointment Setting Cold Calls - 3 Sales Tips To Get Your Call Off To A Great Start | Call Center Cafe http://thesalesblog.com/blog/2010/01/05/the-truth-about-why-salespeople-dont-like-cold-calling/comment-page-1/#comment-7894 Thu, 22 Sep 2011 10:06:17 +0000 http://thesalesblog.com/?p=1682#comment-7894 [...] #split {}#single {}#splitalign {margin-left: auto; margin-right: auto;}#singlealign {margin-left: auto; margin-right: auto;}.linkboxtext {line-height: 1.4em;}.linkboxcontainer {padding: 7px 7px 7px 7px;background-color:#eeeeee;border-color:#000000;border-width:0px; border-style:solid;}.linkboxdisplay {padding: 7px 7px 7px 7px;}.linkboxdisplay td {text-align: center;}.linkboxdisplay a:link {text-decoration: none;}.linkboxdisplay a:hover {text-decoration: underline;} function opensplitdropdown() { document.getElementById('splittablelinks').style.display = ''; document.getElementById('splitmouse').style.display = 'none'; var titleincell = document.getElementById('titleincell').value; if (titleincell == 'yes') {document.getElementById('splittitletext').style.display = 'none';} } function closesplitdropdown() { document.getElementById('splittablelinks').style.display = 'none'; document.getElementById('splitmouse').style.display = ''; var titleincell = document.getElementById('titleincell').value; if (titleincell == 'yes') {document.getElementById('splittitletext').style.display = '';} } How To Cold Call Successfully In Call Center Sales-call center pricingCall Center Sales Agents (PhP 25000-50000) PhilippinesCold Calling – Sales Training – Sales TipsMaking Sales Appointments: The Dynamic Manager’s Handbook OnWhy Cold Calling is the Bottom of the BarrelBe a High-end Call Center Agent Join the L2 VIP Party PhilippinesWhy Companies Hate Sales People Who Cold CallWhy sales scripts are bad, but cold call scripts are good.Social Media And Blogging For Business Can Turn Cold Calls Into Warm LeadsThe Truth About Why Salespeople Don't Like Cold Calling — S. Anthony Iannarino [...]

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By: Dan http://thesalesblog.com/blog/2010/01/05/the-truth-about-why-salespeople-dont-like-cold-calling/comment-page-1/#comment-3146 Thu, 12 Aug 2010 07:18:14 +0000 http://thesalesblog.com/?p=1682#comment-3146 Cold-calling is fun. You end up meeting a lot of nice people in your industry and they will tell you a lot about their profession and their market.
Some salesmen are the happiest people in the world. I think this not only has to do with their making and achieving goals, but also the fact that the really good salesmen connect with their clients – they get the human experience in their jobs.

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