Improving Cold Calling is Still Failure

I wonder what your thought process was when you first got into selling. I specifically mean about how you thought you would improve your selling.

Most salespeople (including myself) when they got into selling thought they would just take what was given to them and try harder.

They take the processes that are given to them and then they try to do it better than everyone else. I know I did this when I first got into selling. And it got me nowhere FAST!

Let me explain: Say a new Realtor joins a company and is trained on how to give a listing presentation to their prospects. Typically that new Realtor will try to do everything that is taught to them, and when they want to earn more money or become a superstar, they try to do things incrementally better than everyone else.

So during their listing (sales) presentation they try and use a better power point presentation, better brochures, better closing techniques, etc.

And that’s what most people do and that’s fine.

But here’s the PROBLEM with that. You are trying to succeed and get better results with the SAME process that was given to you. The process that was given to you is for the AVERAGE salesperson, not a superstar or a high-income earner.

So all you’re going to get is a little better than the average results…maybe. And I don’t know about you but I didn’t get into sales to be average.

And one more important thing to realize is that when you are doing the same things that everyone else is doing, even if you are doing it better, you will still be treated like all the others.

In short; you will be treated as an average SALESPERSON.

And if you’ve been paying attention at all you know that this is the worst thing you can do. If you sell insurance the last thing you want is to be seen as just another insurance salesperson.

Rule of thumb: If you sell X, you don’t want to be seen as an X salesperson.

Because if you do appear like everyone else you will be treated like everyone else and you give away all your POWER. And power is one of THE biggest keys to selling anything.

So I am often asked by salespeople to give them better cold calling scripts and tips. But I won’t do that because you will still be seen as a cold caller and an annoying salesperson.

I don’t care what you say on the phone, I don’t care how you get past gatekeepers, I don’t care how you try and close a sale. If you are cold calling and not having your prospects come to you, you will always be average.

You might be able to be a little better than average if you work your tail off but you will never get to a point to where you are working the hours you want making the money you need and desire.

It won’t happen!

So what should you do? Well, the first step is to take everything that everyone else is doing in your field and get rid of it.

Some good questions to ask yourself, “Is this is what everyone else is doing? Is this what an average salesperson would do? What could I do different that would set me apart from all my competition and coworkers?”

Then you will start off on the right track and be on your way to being the sales superstar that everyone strives to be.

Till next time…
Tyler

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