During training sessions I get one persistent question surrounding cold calling from salespeople:<\/span><\/p>\n
When should you cold call?\u00a0<\/span><\/p>\n
Is it in the morning? Afternoon? Evening? Weekends?<\/span><\/p>\n
The answer is\u2026<\/span><\/p>\n
Cold calling is not something you do when you only need it, it\u2019s something you do as a\u00a0discipline!<\/strong><\/p>\n
It\u2019s like you need coffee every morning, brushing your teeth, going to the toilet, it\u2019s all about having a routine.<\/p>\n
Cold calling is exactly the same.<\/p>\n
You need to make it a discipline.<\/p>\n
Whenever you reach the office, maybe 9.30 am, start calling from 10.30 am to 11.30 am. Call every single day!<\/p>\n
If you want to be a successful salesperson\u2026<\/p>\n
Otherwise, you\u2019ll have an empty pipeline, and go into panic mode when it\u2019s empty<\/p>\n
It\u2019s like borrowing money from the bank. Borrow when you don\u2019t need it so that you can actually get it when you do.<\/p>\n
Cold calling is exactly the same.<\/p>\n
Most people say, \u201cEh, you know what?\u201d<\/p>\n
\u201cI don\u2019t have prospects, let\u2019s call.\u201d<\/p>\n
\u201cI don\u2019t have appointments, let\u2019s call.\u201d<\/p>\n
That\u2019s too late.<\/p>\n
So cold call when you don\u2019t need it.<\/p>\n
Is it filled with appointments and meetings?<\/p>\n
If your pipeline is filled with prospects, appointments, you have a great prospecting strategy, continue doing it!<\/p>\n
If your pipeline is empty, it means your prospecting activities need to go up, pick up the phone, and start calling today!<\/p>\n
How many calls will you make in a day? My team does 100 without fail!<\/p>\n
How long will you call for? Is it half an hour? One hour?<\/p>\n
Be specific with the number or timeframe you will be calling for.<\/p>\n
I\u2019m going to get 1, 2, 3 appointments today.<\/p>\n
I\u2019m going to get 10 people into the webinar,<\/p>\n
whatever it is, you got to have an aim. It can be in appointments, registrations, closing, etc.<\/p>\n
No aim, no achievements.<\/p>\n
Remember, if you\u2019re stuck in your ways of always not achieving your target, you\u2019ll need to start changing that.<\/p>\n
Hold yourself accountable<\/strong> to those aims\/goals.<\/p>\n
We are driven by pain or pleasure. If you fail, make sure there\u2019s a penalty.<\/strong><\/span><\/p>\n
Do some squats, jumping jacks, burpees.<\/p>\n
But whatever it is, if you fail to achieve your daily targets, you must have some pain to cause yourself to move forward. With a bit of pain, you\u2019ll be motivated not to repeat the same mistakes of not prospecting for the day.<\/p>\n
If you succeed, make sure there\u2019s a reward!<\/strong><\/p>\n
Celebrate your wins so that you get that motivation and desire to do more.<\/p>\n
Buy an ice cream, Starbucks coffee, whatever it is, you need to make yourself<\/p>\n
feel happy if you achieve your targets!<\/p>\n
Make cold calling a discipline and apply these principles, I promise you that you will see your sales soar!<\/p>\n
During training sessions I get one persistent question surrounding cold […]<\/p>\n","protected":false},"author":2,"featured_media":425,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[113,49,50,51],"tags":[],"class_list":["post-409","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-lead-generation","category-power-packed-motivation-sales","category-sales-leadership","category-sales-motivation"],"yoast_head":"\n