Listen Your Way To Cold Calling Success
Posted on April 7, 2008 - Filed Under Business | Leave a Comment
Do you make your cold calls with the goal of listening to the other person? Probably not, because very few people do. But it’s one of the most important skills you can have in cold calling.
In the old cold calling approach, you don’t really listen. You speak. You talk about yourself, your company, and what you have to offer.
And long before your introduction is done, you’ve probably “lost” the other person. Within the first few seconds, they’ve put up a wall. Most people aren’t interested in being “sold,” and they don’t like sales pressure.
Read More..>>Are Mortgage Brokers Due For Seven Lean Years?
Posted on March 30, 2008 - Filed Under Business | Leave a Comment
The other day I was contacted by an ailing mortgage broker who lamented that times are tough in his industry.
He feels the pain because he has plummeted from being the top performer on the sales team to the bottom. Reeling from the roller coaster ride, he’s desperately looking for a quick and proven way to regain his equilibrium.
He suspects the answer is to start cold calling, especially now that the torrent of inbound leads has been squeezed off to a trickle by rising interest rates and a cooling housing market.
Read More..>>How To Cold Call The Vanishing Client
Posted on March 30, 2008 - Filed Under Business | Leave a Comment
4 Trust-building ways to cold call without pressure
Sometimes we need to make a cold call to a potential client who has “vanished.” Perhaps a lead suddenly went cold, and it’s our job to reconnect with them. But we’re not sure how to make the call without coming across as aggressive.
There can be lots of reasons a potential client “vanishes.” And many times it really doesn’t have anything to do with us or our cold calling process at all.
Read More..>>Should You Use Sales Letters Before You Cold Call
Posted on February 29, 2008 - Filed Under Business | Leave a Comment
Remember the numbers game? Well, that is the same thought behind sending out sales letters. The hope is that with every hundred or so letters, a few sales will result.
If you don’t know how to make a call from scratch and build trust, it seems to make sense to rely on a letter, brochure, or e-mail to do the job. But once you learn how to cold call the right way – with the new mindset – you’ll realize that sales letters really aren’t any help at all.
Here are four reasons to consider making cold calls without referring to a sales letter:
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