Schedule telemarketing time for more success

by: Nandang S Nugraha | Total views: 32 | Word Count: 333 | View PDF | Print View

 by: Stan Rosenzweig

Telephone canvassing, or cold calling, is the practice of
sitting down with a long list of potential prospects you've never met
and telephoning them, one at a time, to learn which of them needs what
you sell and then arranging to sell it to them.

Believe me, nobody likes telephone cold calling.
Salesmen don't like it because they perceive that cold calls are to
unfriendly, unkind strangers who would rather see you in a California
kickboxing ring, going one-on-one with Governor Arnold, than see you in
their offices. It's true. They are. They would.

Prospects don't always appreciate cold calls, because
they are from people they don't know, asking questions they don't want
to discuss. These calls are unscheduled, intrusive and sometimes can be
a general pain in the South Forty.

At other times, however, prospects do respond well to
cold calls. They open up freely and give us the chance to sell them
what they need.

So, here's the dilemma: If we don't like doing it, and
prospects don’t always know when they like it done to them, why is it
that we all MUST make cold phone calls part of our selling strategy?
There are countless reasons. Here are just a few:

1. It's the fastest way to qualify prospects and maximize valuable selling time.

2. It’s also the fastest way to them know what we do.

3. It's targeted. It's the best way to find the decision-maker.

4. It creates a quick personal relationship with the buyer.

5. It keeps us productive when store traffic is down.

6. It reaches prospects we’ll never run across in our other selling activities.

Every time you sit down to make telephone-canvassing
calls, can you clear your mind of self-doubt? Concentrate on the goal
of the moment and you will find that each new day will bring you new
business, will raise you to new heights in professional productivity,
and will give you a great sense of personal satisfaction.

About the Author

Stan Rosenzweig is a sales trainer, marketing consultant and author. He creates customized corporate sales training and directs strategic marketing, product development and cost management consulting for large and middle sized companies and offers free selling advice at http://www.salestipwebsite.com.

This article is copyright 2004, Stan Rosenzweig. Reprint permitted only if in entirety with attribution and web address. For more articles go to http://www.salestipwebsite.com.

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