A conspiracy exists in the world of selling. A cold calling conspiracy theory.
What I’m talking about may be the requirement by most sales organizations to create cold calls on your time and energy and at your price. They say that chilly calls equal appointments equivalent sales, but that’s not true anymore. All sales managers usually are guilty of teaching this, believing it, and using it. “Increase your activity along with increase your income” are the mantra. We’re told to perform the sales math to help “motivate” ourselves. Have you heard that one? “If you make five hundred dollars commission per sale and it takes five appointments to obtain the sale and twenty calls to obtain an appointment, then each cold call may be worth five dollars in your pocket. ”
Did anyone ever actually believe this?
Hey boss, put your money where the mouth area is! If that were definitely true, companies would pay all of us the five dollars each call! They don’t because of which equation never works in actuality… for anyone. The simple fact is that we are only paid for completed sales, not for attempts. Directing salespeople to help make more calls and increase activity is usually a weak excuse for some sort of sales manager or trainer to justify his or her job. Cold calling is an expensive waste of your time. The reason companies have you cold calling is because it is just a waste of your time whilst your money, not theirs. You only make money whenever you sell something, yet over eighty percent of all salespeople’s time is spent looking for someone to sell to.
The bottom line is that any of us, as salespeople, cannot afford to keep on fooling away our time on low-percentage pursuits like cold calling. It’s a way for companies to save lots of money at your expenditure. We must focus each of our attention on activities that get real results in this brand new Information Age economy, and the effectiveness associated with cold calling fell dramatically after we left the old Commercial Age and entered this bold new era. Forget cold calling and discover ways to market yourself intelligently, systematically, and automatically. Self-marketing is the key to success in the present selling environment and the “secret” coming from all those top producers which obviously don’t cold call and won’t explain what it is they’re doing to create those huge numbers every month. Remember, Napoleon Hill’s great operate is entitled “Think and also Grow Rich, ” not “Work More difficult and Stay Broke. ” Don’t become a victim on the Cold Calling Conspiracy – figure out how to market yourself successfully and also join the elite team of top producers. I did it and too
Ari Galper, the World’s #1 Sales Trainer and expert on trust-based cold calling, is the creator of Unlock The Game?, the leading sales approach being adopted by companies across Australia, in Sydney, Melbourne and Brisbane. You can take a Free Test Drive of Ari’s cold calling approach at https://www.unlockthegame.com.au/.