Sandler Trainers: Tom Niesen and Jim Stephens http://www.acuitysystems.sandler.com/
Entrepreneur Radio: Scott Baker and Austin Baker http://collegehunkshaulingjunk.com
The old-fashioned version of cold-calling, list-calling, is dead. But, you don’t need to call from a list—within a few seconds you can know whether or not a potential buyer is a qualified lead to reach out to. Calling out with knowledge can facilitate a sale and help you make a decision on whether to pursue.
Part of the issue is call reluctance, and you may not be able to get over that, but in order to make money in the long run you need to figure out how you can find the most success with that tactic. There are ways to tactically approach this. If there are 1000 people that buy your stuff in your territory, out of those 1000, 50 are in big pain and need your help. The other 950 are just okay with things the way they are. The job of a sales is to find people who can’t buy, so that the time spent chasing unqualified leads is unwasted. In the morning you don’t know if someone will say yes, but you do know someone will say no. Trying to eliminate people at the beginning of your pursuit of business is the most productive way to enrich your prospecting plan and enable yourself to find the most success by measuring the things you can control.
The culture that you build in your business defines its success. You must have a strong culture and this is primarily important in a call center. You know you have a strong culture when you have a polarizing environment that has some people saying I love working here, and some people saying I don’t want to work here. The culture of your company will set up attitudes and behaviors that control your company. CEOs and sales managers need to control, manage, and mold the culture of their company. There needs to be a mixture between ambition and fun, because prospecting isn’t fun, but success is.