Entries Tagged 'Cold Call Rants' ↓

I got an email yesterday that read: “Cold Calling works and is one of the fundamentals of selling. If you have the resources to generate leads without cold calling or telemarketing, direct mail, or some other form of advertising, Cold Calling is the most cost effective and efficient for those disciplined enough to follow a routine.” (Spelling corrected)

I get emails like this all the time.

Instead of going into a huge rant about why cold calling doesn’t work (cold calling is like taking a model T car and trying to race at the Indy 500) I want to dissect what this person believes selling is. And why you shouldn’t think like him if you crave success.

First off he used the word “fundamental.” Really? Cold calling is fundamental to selling? That’s weird because I make a very nice income in selling and I don’t cold call…EVER! In fact all very successful salespeople I know don’t cold call. It’s not a good use of their time. So it’s not fundamental at all.

Secondly he says “…for those disciplined enough to follow a routine.” Yikes, disciplined and routine in the same sentence. It makes me shudder! Although I think you need a little bit of both I don’t think any salesperson wants a routine that they need to be disciplined enough to follow. In fact that’s what I think attracts people to selling; there’s no routine and every day brings something new.

This email probably came from some cold calling zealot that doesn’t make an income from his commissions. He probably got promoted to some middle management job and makes the new salespeople’s jobs pure hell by teaching them tactics that are about 20 years old.

No wonder salespeople have such a hard time! All the managers are so disconnected with the world that they are no longer relevant. In fact I predict that in the next 5-10 years sales training will be completely different and they will finally start to teach the techniques that I and hundreds of others use everyday.

Of course if I were you I wouldn’t wait. It’s time to evolve or die. If what you are doing doesn’t work, then find something else.

Until next time…
Tyler
http://www.coldcallcrusher.com/thesystem.html

Do you remember why you got into sales?

If you’re anything like most salespeople it was because you wanted to make some of that “green stuff.”

And there is absolutely nothing wrong with that! Isn’t it funny that some people will look down on salespeople and businesses and criticize them for being too focused on money?

What these people don’t realize is that there is nothing wrong with wanting to have more “moola.” So don’t let these people phase you, they have their own inner demons and insecurities to deal with.

Aaaaanyway…

A more important question that I’d like to propose to you is…what do you NOT want to do in sales?

It’s VERY important to be completely honest here because once you STOP doing what you hate at work, and START doing what brings you more money, guess what…you will be happier and much more wealthier.

So here’s what you need to do:

1. Make a list of the top things that bring in more money to you.

And then…

2. Make a list of all the things you hate doing and you refuse to do.

Keep these lists above your desk or in your pocket and constantly review them. You will be SHOCKED at how often you go off course and continue to do the things that keep you poor and miserable.

Keeping these two lists around you will allow you to reflect and keep yourself on the right path. Just imagine how much more effective you will be if you only focus on tasks that get you results and that you like to do.

Salespeople are infamous for wasting time, so don’t be one of them!

Do what makes you the most money and stop doing the things you hate that take all your precious time up.

And that leads me my last point I want to make: Savor your time!

Your time is probably the most important thing you have, so don’t let people still it from you. You can always replace possessions, and money is probably the most easily replaceable thing in the world…there’s a lot of money out there.

So if you’re cold calling (wasting time) realize there’s a better way! If you have troublesome clients that are time VAMPIRES, dump them! If you’re selling system isn’t effective, find a new way!

But don’t you dare waste time because you can never get it back.

Remember, just because you’re busy doesn’t mean you’re being productive.

That’s a statement you should probably plaster over your desk.

It’ll change your life.

Until next time…
Tyler
http://www.coldcallcrusher.com/thesystem.html

P.S. If you want to quit wasting time and start bringing in leads on autopilot then check out the Cold Call Crusher course and regain your most valuable resource…TIME!
http://www.coldcallcrusher.com/thesystem.html

Have you ever thought about what “they” aren’t telling you?

What do I mean by “they” anyway?

Well just other day I had a very interesting conversation with a salesperson/sales trainer who recently bought my Cold Call Crusher course.

He told me about how well he was doing and thanked me for showing him the true secrets to bringing in highly qualified hot leads. Nothing new there but what he said next was interesting. I asked him if he was going to share his new found success with his company and the fellow salespeople he trains. To which he replied, “No way.”

“No way? How come?” I asked.

“Well for several reasons: First off, the company doesn’t want me to implement anything new. They have repeatedly told me to stick with the cold calling training despite what I’ve shown them. And secondly, I don’t really want to try and teach your techniques because I know most people won’t listen and they’ll just keep cold calling like everyone else. But that’s fine with me because I’m getting great results.”

Interesting isn’t it?

While somewhat disheartening, I’m not that surprised because that how most business work.

They teach you the old school sales method and that’s it. They don’t really care if you are successful. Sure they make money if you make more sales but they pay you on commission and if you can’t “hack it” then they will just replace you with another salesperson willing to dial for dollars ten hours a day.

They know there are better ways to do things but they also know that they can always find new people to cold call. And when they are paying you only on commission they don’t care very much how well you do as long as you are working and making quota. Even the sales trainer doesn’t care very much about your success.

Your company and your sales trainers in your company will NEVER get you to where you want to go. Sure there are a few exceptions and some really great companies out there but most are exactly what I just described.

So in order for you to be successful you need to take responsibility for yourself and…

FIND A BETTER WAY!

And really you’ve already found it you just need to take action. The question is will you let “them” decide how successful you are or will YOU decide how successful you will become?

The choice is yours.

Until next time…
Tyler

P.S. Next week I have some REALLY great tips that you don’t want to miss so stay tuned!

A Cold calling mistake that is very common is knowing too much about your products and not enough about your customers.

As salespeople we try to be the most knowledgeable about what we are trying to sell, which can be good, but then we often neglect learning about who we are selling to.

Ask yourself these types of questions before you start selling: Who are my best customers? Why did they buy from me? What is their annual income? What are their hobbies?

Find out as much about your customers and what makes them tick before you ever try to sell something to them. How could you ever be effective at selling a product to somebody without knowing anything about the person you’re selling too?

Doing this first important step will skyrocket your sales. You will know what your customers are like and what they need and want. Once you do that you will know exactly what types of questions to ask them so they can start to sell themselves.

Do you need ideas about how to extract more information from your customers to get to know them better? Well that’s easy. Just survey your current top customers and they will reveal to you exactly why they bought, how you should sell to future customers, and you may even get referrals for new business. What could be better?

Another benefit about knowing who you are selling to and what they want and need is that you can now be a “consultative” salesperson. You are there to solve their problems and to help them instead of a pesky salesperson trying to peddle your goods and services. You always want to sell from a place of a consultant and not a salesperson. Because the best salespeople don’t ever appear as salespeople.

Do you want a plan and pre-written templates for client surveys and other material to attract all the customers you could ever want? Then go to http://www.coldcallcrusher.com right now to get a free peek at the Cold Call Crusher training course.

In sales we all have down days. Days when we just don’t have anything go right.

I’m sure you’ve been there.

Sales that you thought were a “sure thing” fall through, that hot prospect doesn’t call you back, and your sales manager is on your case again to increase your numbers.

It’s not easy to be in sales.

And I’ve been there. I remember a lot of my down days.

I’ve had many days where I would swear I was going to quit and go find another line of work. Maybe find a job that paid me an hourly wage where I didn’t have to work as hard being on straight commission.

I’ve had days where I would work 10 hours and not make a single dollar because I didn’t make a sale. After days like that I thought there was no way I was going to show up to work in the morning.

I’ve had days were I got so much rejection during my cold calls that I would wonder if it was even POSSIBLE to make a prospect interested in what I had to offer. Just finding someone who was remotely interested would have made my day sometimes.

I’ve had days, weeks and months where everything was against me and I wanted to quit. I wanted to just walk out the door and never come back.

But I Never Did

Luckily during those dark days I had support from others who had been there too. The support was found in the many sales books that I would read to get me through the tough times.

I read lots of books from sales superstars who had all accomplished more than I could imagine. And do you know what their number one piece of advice was?

Never Give Up!

And I’m so glad I didn’t.

If had given up I know I wouldn’t have achieved the level of success that I enjoy today. I’d probably still be bouncing from one job to the next trying to find a way to make it work.

So the first secret to success in sales is to never quit!

But there is one more thing I’d like to add to the “never quit” mantra that you should have…

Try Something New

That’s the second and very important secret to success in sales.

If you’re not constantly trying new things in your selling then how do you ever expect to get ahead?

Once I realized that I had to do something different the whole world opened up to me.

The old way of doing things wasn’t working for me so I found a new way.

And thank goodness. Cold calling was eating away at my soul. I was about to break.

So let me ask you; are you using these two success secrets?

Do you quit to early, or are you afraid to try something new?

If so let me remind you; don’t quit, and try something new. That’s what helped me reach the level of success that eluded me for so long.

The never quit should be a no-brainer but what about the “try something new” approach?

What should you be trying that’s “new”?

Anything new; a new book, a new approach to your selling, a new training course, a new routine to start your day. Try anything and see what happens. These small little steps and new things we try will yield huge results in the future.

But you never know until you try them.

So get out there and try something new…and never quit.

Until next time…
Tyler Wilson

P.S. If you want something new that is guaranteed and has been tested by hundreds of other salespeople to increase sales and completely stop cold calling, than hurry and order the Cold Call Crusher course today. You pay nothing but the shipping for a full 30 days and you also have a 120 day 100% money back return policy. You can’t go wrong with that. So click here now: http://www.coldcallcrusher.com/thesystem.html and once you get there then click the “order” button to rush your copy of the training course to your door!
http://www.coldcallcrusher.com/thesystem.html

Do you work hard?

It’s a simple question but one that can be deceiving.

But before you read further close your eyes and ask yourself that question: Do I work hard?

Got your answer? Good.

Well let me ask you one more question; are you making the kind of sales you deserve for the level of work that you do?

I’m asking these questions to point out a very common misperception; and that is if you work hard you will get lots of sales and all the “moolah” you deserve.

However, nothing could be further from the truth.

In fact…

Hard Work Means Nothing!

And this is absolutely the truth in sales and business. Hard to believe but let me explain it with a story.

Imagine you are on a small boat out on the ocean and it’s starting to sink. The boat is filling up with water at a fairly fast rate. On this boat you happen to have two friends.

Both of these friends don’t want to sink anymore than you do so they get to work to keep the small boat afloat.

Your first friend grabs his coffee cup and frantically starts scooping water out of the boat. He is working very hard to save your vessel and you can see he is putting a lot of effort and strain into his plan.

Your second friend sees this and just rolls his eyes. He knows that they’ll never be able to scoop out enough water fast enough to stay afloat. So he sits down and thinks about what to do.

Meanwhile your first friend is still at it with his coffee cup throwing the water over the side of the boat. Just as he is about to pass out from exhaustion he looks at your second friend and is shocked at his apparent “laziness.”

After a couple minutes friend number two stands up, grabs a pack of gum and starts chewing. He chews for a couple minutes until he has a big wad of sticky gum. He then reaches under the water and wedges the gum into the hole where all the water is spewing into the boat.

The leak is stopped, the boat stops sinking and you are all saved!

Now ask yourself; which friend was more VALUALBE to you in that situation?

Was it the hard worker friend, or the friend that got RESULTS and saved your hide from drowning?

In sales we don’t get paid for activity. We get paid for making sales.

The friend with the coffee cup could be seen as your average cold caller. Making cold call after cold call franticly trying to make a sale and seeing no progress. I’ve been there my friend and let me tell you it’s not easy work!

The second friend doesn’t work very hard (at least he doesn’t seem to) but he is far more valuable than the first. He doesn’t just do mindless activity hoping something will work out. He has a plan.

Do you have a plan?

If you are working harder than you’d like and you’re not making the sales you know you could be, then it’s time to start doing something different, anything different!

It’s Time to Sharpen Your Saw

Stephen Covey uses this analogy that makes very important point: “Suppose you were to come upon someone in the woods working feverishly to saw down a tree.

‘What are you doing?’ you ask.
‘Can’t you see?’ comes the impatient reply. ‘I’m sawing down this tree.’
‘You look exhausted!’ you exclaim.
‘How long have you been at it?’
‘Over five hours,’ he returns, ‘and I’m beat! This is hard work.’
‘Well, why don’t you take a break for a few minutes and sharpen that saw?’ you inquire. ‘I’m sure it would go a lot faster.’
‘I don’t have time to sharpen the saw,’ the man says emphatically. ‘I’m too busy sawing!’

So my one tip for you is to take a time out from your sales activity and sharpen your saw.

This could be anything from improving your selling skills, reading a book on sales, taking a class, talking to successful people in your industry, formulating a system to improve your sales, etc.

You need to improve your skills and change how you do things instead of just doing the same thing over and over again getting nothing but the same mediocre results.

So get to it, sharpen your saw!

Until next time friends…
Tyler
http://www.coldcallcrusher.com/thesystem.html

P.S. If you want a plan that has already been thought out for you in a step-by-step system then go to http://www.coldcallcrusher.com/thesystem.html right now. You can get the Cold Call Crusher system right now for free for 30 days! No more cold calling and lots more sales: http://www.coldcallcrusher.com/thesystem.html

A couple years into my sales career I realized something VERY profound that I want to share with you.

This one secret is responsible for making me (and hundreds of other salespeople) a lot of sales and I want it to start working for you too.

So here it is: The best salespeople aren’t perceived as salespeople. The best salespeople are seen as ADVISORS and EXPERTS in their field.

So before we talk about how to do this, let’s talk about why this is so.

Most people are not too keen to talking to salespeople for many reasons. And who can blame them right? There are so many ANNOYING salespeople!

How many times have you gone to a store and when the salesperson asked you if you needed help you just said “No thanks, I’m just looking.”? Even if you knew full well you had questions and were there to buy something.

I know I have!

The biggest reason why this is, is because nobody likes to be sold.

However we do all like to BUY.

So ask yourself: Are you selling to your prospects…or are you letting them buy from you?

If you’re letting them buy from you then you know how fun and rewarding a job in “sales” can be. But if you’re one of the many who try to SELL to your prospects you have probably felt how hard and discouraging a sales career can be.

I’ve been in both situations and let me tell you, letting people buy from you versus selling something to them is the better situation to be in.

So how do you avoid being seen as a salesperson?

Well the easiest way to do this is to make them come to you. And you know what that means: NO COLD CALLING!

When someone calls you randomly or shows up at your door trying to sell you something you will not see them as an expert or advisor. You see them as just another salesperson peddling their products.

Pretty harsh eh?

So the first step is to make them come to you. And once you learn how to do that you will see your sales increase substantially.

The next step once you have them coming to you is providing VALUE to them.

Do you provide value to your prospects? Can you give them information that they need to improve their lives?

If you have a viable product or service (and I don’t care what it is) you have the ability to provide valuable information that people desperately want.

All you have to do is give it to them!

Once you get qualified prospects coming to you and you provide valuable information that puts you in the role of an advisor, you won’t be selling anymore because you won’t need to. People will just start buying from you.

It’s a pretty nice situation to be in if I do say so myself.

So remember, stop selling and start letting people buy!

Talk to you later.
Tyler
http://www.coldcallcrusher.com/thesystem.html

P.S. If you don’t have the Cold Call Crusher training course yet and you want a PROVEN SYSTEM for making qualified prospects come to you, begging to buy your product or service, click here: http://www.coldcallcrusher.com/thesystem.html to get it for free for 30 days.

You also get a 120 day 100% guarantee so there’s absolutely no risk to you.

http://www.coldcallcrusher.com/thesystem.html

Let me ask you two very important questions…

1. DO YOU SELL ON PRICE?

I’m not asking if you THINK you do or not, I’m asking if you actually sell with your product’s or service’s benefits, or if you sell with it’s price.

2. ARE YOU SCARED TO BRING UP PRICE?

Have you been trained NOT to bring up price until your customer does? Are you nervous and timid when it’s time to talk about the “moolah” side of things?

If you’ve been in sales for very long I bet you’ve received some sort of training on how to deal with price and how you present it to your customers.

And let me tell you that training was probably based on bad principles.

BUT HANG ON A MINUTE

Think about this: Why as salespeople are we constantly being taught how to handle price with our customers?

Well the most obvious answer to most of us is because most of our\ customers don’t want to give away their hard earned money and would rather pay less, no matter what the price.

But let me tell you, it’s not true.

If you sell to them correctly your customers will gladly pay you whatever you ask and will often opt for the premium service.

How is this so?

Before we talk about that think about this: Why do your customers think they have the ability to talk down your price and negotiate? And why as salespeople are we always so scared to bring up price?

SELL ON PRICE AND YOU’VE ALREADY LOST

Remember in the last email I sent you where I talked about POWER in selling?

Well when it comes to how you deal with price, power has a lot to do with it.

If you’ve cold called your prospect and have been chasing them ever since, then you my friend have NO POWER!

No wonder most salespeople are so concerned about price. They have such a weak foundation because they started out the sales cycle in a place of complete neediness.

MAKE THEM COME TO YOU

I remember when I was selling door-to-door. I would go out all day and knock on so many doors that my knuckles literally hurt.

And when I was knocking I had a very difficult time making sales. In fact some days I would come home with NOTHING after knocking on a hundred doors and walking mile after mile.

It was horrible!

And price was a very big sticking point for me.

I had THE most expensive service among my competitors and I remember EVERYONE trying to haggle me on price and many people would end the conversation when they found out how much my service was.

I was getting nowhere…and fast.

But every once in awhile I would get a call from my company asking me to call a prospect who had called into the office wanting more information.

I loved these calls!

They were like freebies.

When prospects would call into the office wanting information and I would call them back, I was now the person in control.

I was no longer a salesperson. I was an expert HELPING them.

It was great because before I called them I knew that they NEEDED my service and they WANTED to deal with me.

I had the power.

I would consistently close over 90% of those prospects over the phone on the very first call.

I didn’t have to find them, I didn’t have to go meet with them and TRY to sell them, and I definitely didn’t have to chase them.

Nothing beats that.

NOW BACK TO PRICE

So ask yourself: Is price a concern of yours because you have no power in the relationship?

It probably is if you think about it.

It’s time to stop worrying about price and start selling!

If you don’t have your customers and clients COMING TO YOU, you are really shooting yourself in the foot.

When you put the principle of power in your selling you will see results immediately.

For example, I sell VERY expensive and VERY specialized legal services and will close almost 80% of the people I talk to. And I’m talking three thousand to fifteen thousand dollar
services.

How do I do it? Easy, I make people come to me and I have the power in the relationship.

It has NOTHING to do with me.

Let me repeat that. It has NOTHING to do with me or my selling skills.

To be honest I don’t even consider myself a very good salesperson compared to some of my other past coworkers.

I just learned how to use power in my selling.

So if you’re not seeing the results that you want then please don’t worry. Don’t give up on selling!

You just need to start gaining more power and work a system to bring people to you.

It’s easy once you learn how.

Now get out there and start selling!
Tyler

http://www.coldcallcrusher.com/thesystem.html

P.S. If you want the system that I use to attract people to me and to sell with power, then go immediately to http://www.coldcallcrusher.com/thesystem.html and get it for free for 30 days! You only pay shipping and you get to try out the training
course absolutely free for 30 days. Check it out:
http://www.coldcallcrusher.com/thesystem.html

Cold calls made by salespeople have rapidly started to decline due to ineffectiveness and looming legal ramifications. Salespeople and businesses that are not improving and updating their prospecting activities are quickly going broke and out of business.

Cold calling salespeople and businesses that aren’t finding new ways to reach customers and clients are being left in the dust by those who learn the new ways to sell.

Tyler Wilson, who is the foremost authority on the latest cutting-edge selling techniques, has seen cold calling rapidly decline due to the ineffectiveness to make sales in today’s economy.

“People today don’t have time for annoying cold calls anymore and they are making themselves harder to reach. To sell successfully with these increasing challenges require new skills that most salespeople and businesses just don’t have,” Wilson said.

Cold calling is not only ineffective but may also be illegal in various parts of the country. Laws protecting consumers against the barrage of cold calling salespeople are being put into place as a last resort to stop these old-school selling techniques.

Tyler Wilson was once one of these cold callers and is now dedicated to teaching businesses and salespeople the new way to sell. His website, http://www.ColdCallCrusher.com offers new techniques that eliminate cold calling altogether.

“The funny thing about cold calling is that nobody enjoys it. Customers hate it and salespeople absolutely despise making cold calls everyday. I love that I can now teach salespeople and businesses new methods so they can enjoy selling and start serving their customers. It’s really a win-win situation,” Wilson said.

However Wilson’s “Cold Call Crusher” course which can be found only on his website, http://www.ColdCallCrusher.com, has seen its fair share of critics.

“Many salespeople and businesses defend cold calling because they don’t know what else to do. They get frightened when they think about becoming extinct and they start to attack me and my methods as a way to make themselves feel better,” Wilson explained.

For more information and the latest sales techniques please visit http://www.ColdCallCrusher.com.