ADP

Hi All,

Just wondered how many sales people we have here and especially interested in people who do cold calling?

Ive recently started in a sales job and have a set amount of cold calling to do per day, cant say I enjoy it that much though good ones are quite satisfying.........not everyone on the other end of the phone is a misserable beggar but most are!

Any tips from the experienced??

Andy

Flatcapdriver

Are you talking about real selling or telesales?

Ian Payne

Send me a PM and I'll give you some tips. Also, let me know a bit about your role.

Been doing it for 4+ years now...

Cheers
Ian

scoobylav

I have been doing face to face sales including cold calling for about 12 years. However if you are a cold calling tele sales oik who phones me at home at night do me a favour and quit your job

Little Miss WRX

I work in sales although I do less cold calling now as my market is small and specialised.
My targets are 20 new and 5 existing face to face a week with 2 gains per week as a minimum.

I often visit a site www.gitomer.com some good information on there.

fitzscoob

I also work in sales, not really a hard sell, though as we are in a niche market. Most of our work comes to us.

Having said that, when the time comes and we need a bit more work I will have to do some cold calling.

Personally I hate cold calling, but it has to be done.

The more calls you make the easier it gets.

best of luck

ADP

No Im not calling peoples homes!

Youre right, the more you do, even though your brain says no the easier it gets........infact once Im in the swing of it I quite enjoy it, success breeds success and all that.

I listened to the Brian Tracy seminar - very good, just signed up to the "g1t"

Little Miss WRX

I am on the road a lot so I have an iPod full of what I call "sales songs" which get me into my "sales zone". Another sales rep does that and suggested it to me to see if it works for me too.
I step out of the car and into the prospect's office knowing I am in the right frame of mind to get that sale.

No at my "bits", I can see you all doing it.

scoobylav

To be fair that is an interesting concept. I am the same and if I am going into a high pressure / high risk call I listen to a few certain songs to put me in the right frame of mind.

Little Miss WRX

Also when I was in telemarketing I found that standing up and smiling when I talked, I'd remain in a cheerful disposition and felt more motivated despite the rejection calls.

scoobylav

Smiling when you are talking defo works. I do that a lot. Never tried the standing up thing though when I am in the office.

I do however hold meetings with colleagues standing up - cuts down on all the bull5hit you normally get

Flatcapdriver

Many eons ago, when I was a salesman we had a manager who was into all that motivational bollocks and insisted on playing Tina Turner's 'Simply the best' at full chat as a way of getting us in the mood for a positive meeting.

Invariably, our meetings were held in hotels so we had to endure the humiliation of walking into the meeting room with 'Simply the best' blaring out, whilst reps from other companies used to take the ****.

Never again.

Big Daz

Thats just so you can see over their heads Shorty

Ian Payne

Michelle and Andy,

You both have PM.

Cheers
Ian

wez_sti

Thats why i love the office and David Brent, because we all know there are people like him in real life, this proves it!

GC8

Michelle; do you have a book called 'Feel the fear and do it anyway'? I bet you do.....

SCOsazOBY

Some crazy bint knocked on my door asking if i wanted to change my gas/electric to Npower!!
I told her 'but i am already with you!!' '
'Oh' she said shocked.....'so what do you feel about the service' she replied!

So i said 'well i think its crap that you don't even know who your own customers are' and shut the door

Little Miss WRX

I don't actually, but if it is worth getting I'll grab a copy.

One of the things I like to do is keep reading motivational books etc, etc to keep trying different techniques and mould/refine my selling technique.

The key thing for my industry is that relationship building is paramount to actually getting the sale.
The competition is similar in prices, although our rates I feel are slightly more competitive, especially to some locations and our service is very good. I wouldn't say outstanding, there is still room to improve which I give the operators feedback on, but I am confident in selling the actual service package to companies.
I have found that I don't get gains straight away but a lot of the directors/GM's etc are old school and like the approach I take with them and when I do that gain, it is a long term account than one I win and lose the next week to someone else.

I have a book called "The Sales Bible" which is where I found the gitomer website.
He also recommends books such as "How to make friends and influence people."
I have also got a book on spin selling, but personally I think that is more geared towards product selling as opposed to service selling.
I also have the audio version of Brian Tracey's psychology of selling which I have a listen to in the car also.

Ian, thank you for the PM.

ADP

I have an audio copy of How to make friends and influence people - will be going on the ipod tonight, + reinforcement is very important I think, its actually quite interesting reading/listening to the things that make people buy and what is supposedly in their heads at the time they make the purchase

Little Miss WRX

I didn't realise it was in audio too.

I find that having them in the car is a lot easier than sitting down to read a book, if I have the time to do that, then I have the time to do research for work!

(Yes, I have no life ).

ADP

pm me with your address Ill put all my audio onto a cd and send it to you if you want

Little Miss WRX

Thank you for the offer, but I am overseas, postage probably won't be worth the effort.

ADP

bearshare it!