PR Log - Jun 06, 2012 - Cold calling scripts are dead. That's the word from Frank Rumbauskas, the New York Times best-selling author of several sales books and home study courses including his perennial best seller, Never Cold Call Again.
"Cold calling scripts create many problems. First and greatest of them all, they make you sound like a robot. People buy from people, not from machines. People buy from those who make personal connections and build personal relationships. You'll never be able to do that if you're reading from a piece of paper every time you call a prospective customer."
Rumbauskas continues, "Another issue is that cold calling scripts prevent salespeople from ever growing. They become dependent on the scripts, and fail to develop real sales skills. You'll find that the very top, elite sales professionals never use scripts, nor do they ever use canned presentations in appointments. They engage in a conversational style of selling that engages the prospect and never, ever use pre-written scripts, pitches, or sales processes."
What, then, is the answer?
The bad news is that cold calling scripts - and cold calling in general - are dead, at least according to this author. The good news, however, is that social media has opened up a whole new world to salespeople, not only to contact prospective new customers directly, but also to do thorough research on them and their companies before even attempting an initial contact.
"Salespeople, until recently, were restricted to the phone, door-to-door canvassing, and email when it came to contacting new prospects who did not come by referral or some other introduction. Now, it's not only possible to connect directly with these people on social media sites like LinkedIn - which have an infinitely higher response rate than the phone or email - but now you can learn so much about your prospects online that it's easy to find mutual interests and use those to make a personal connection."
Frank concludes by explaining that making a personal connection, with common ground, shifts the conversation from strictly business to personal, allowing the salesperson to, as he says, come in under the radar and get in the door where others have failed. This alone is all the reason in the world for salespeople to abandon the worn-out cold calling scripts and begin using modern technology instead to make sales.
Read Full Story - Cold Calling Scripts Are Dead, Top Sales Author Says | More news from this source
Press release distribution by PRLog
"Cold calling scripts create many problems. First and greatest of them all, they make you sound like a robot. People buy from people, not from machines. People buy from those who make personal connections and build personal relationships. You'll never be able to do that if you're reading from a piece of paper every time you call a prospective customer."
Rumbauskas continues, "Another issue is that cold calling scripts prevent salespeople from ever growing. They become dependent on the scripts, and fail to develop real sales skills. You'll find that the very top, elite sales professionals never use scripts, nor do they ever use canned presentations in appointments. They engage in a conversational style of selling that engages the prospect and never, ever use pre-written scripts, pitches, or sales processes."
What, then, is the answer?
The bad news is that cold calling scripts - and cold calling in general - are dead, at least according to this author. The good news, however, is that social media has opened up a whole new world to salespeople, not only to contact prospective new customers directly, but also to do thorough research on them and their companies before even attempting an initial contact.
"Salespeople, until recently, were restricted to the phone, door-to-door canvassing, and email when it came to contacting new prospects who did not come by referral or some other introduction. Now, it's not only possible to connect directly with these people on social media sites like LinkedIn - which have an infinitely higher response rate than the phone or email - but now you can learn so much about your prospects online that it's easy to find mutual interests and use those to make a personal connection."
Frank concludes by explaining that making a personal connection, with common ground, shifts the conversation from strictly business to personal, allowing the salesperson to, as he says, come in under the radar and get in the door where others have failed. This alone is all the reason in the world for salespeople to abandon the worn-out cold calling scripts and begin using modern technology instead to make sales.
Read Full Story - Cold Calling Scripts Are Dead, Top Sales Author Says | More news from this source
Press release distribution by PRLog
