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[Video] Problems Prospecting?: For Cold Calling Newbies

by Jason Kanigan
9 replies
Big issue on the forum right now!

Advice that you won't hear from anywhere else!


Happy Prospecting!
#calling #cold #newbies #problems #prospecting #video
  • Profile picture of the author Tools For IM
    This is fantastic advice for "fearful phoners."

    We've just recently built a call team, and it's surprising how many formerly high-powered salespeople have this innate fear of picking up the phone and simply... *GASP* starting a conversation.

    I think those of us blessed with linguistic abilities (as you are) have a bit of an easier time taking the plunge. After many years of trial and error trying to build a dedicated team of successful cold callers, I've come to realize one thing... regardless of training, scripting, or anything of the sort, some are just more adaptable (many times, regardless of prior experience).

    One thing rings true though, and that is, there is no better and more direct way to reach prospects and gauge interest than by picking up the phone and having a quick chat.
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  • Profile picture of the author Jason Kanigan
    Thanks for the comment! BTW it makes me lol to hear I'm "blessed with linguistic abilities"--I was a lousy small-talker until I got into my 30s and put some effort into it, and I've always been a nervous presenter. Shows what you can overcome if you put your mind to it!

    One other thought I had: have you ever heard of the lion that gave up?

    The lion needed to hunt and succeed at it to survive. But just about every time he tried chasing something, it outran him and escaped. So he gave up. He lay down and starved to death.

    Do you want to be like that lion? The nature shows give us footage of successful kills because they're visually stunning. They rarely show failed hunts. Failure, after all, is often boring--especially when compared to success. Yet which do you think is the more common outcome?

    When the lion kills, it eats. And that's worth reporting. Failure is forgotten in the presence of success.
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  • Profile picture of the author 1Constant
    Thank you Jason. I've never been a fan of cold-calling and you illuminated some underlying reasons for my resistance. Great job.
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  • Profile picture of the author John Durham
    Good Stuff Bro.
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  • Profile picture of the author dms321
    Cold calling is very tough for many of us.

    People with previous sales experience are often better than without. But it is true - sometime you can find a person without any experience doing much better than a salesman with a few months-years backing his/her resume.

    Thanks for the video.
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  • Profile picture of the author Jason Kanigan
    The reason the newbie sometimes does better than the experienced salesperson is that they don't have "the curse of knowledge." Experienced salespeople typically "show up and throw up", trying to tell the prospect about every features & benefit. The newbie instead says, "Let's go find that out together," and brings the prospect along to the sale based on the specific thing the prospect is looking for. They also don't sound like a slick salesperson. Many of the things that I train my clients to do emulate what a newbie salesperson does--but this time, they know why they are doing those things, and why they work.
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  • Profile picture of the author Jason Kanigan
    Are there any questions about cold calling?
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  • Profile picture of the author Squints
    That's great advise.
    Some people to me have it or don't allot of it effected from the way they were raised and the way they process and handle the the way they were raised. which makes up what they are today. Makes it allot of times not be able to handle rejection.
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    • Profile picture of the author rbecklund
      You are so right about the brain chatter - it's good to hear that other more experienced sales people get it. I actually like cold-calling, but I do get psyched out at times. It is such a great way to get clients and learn from them about what they need.
      Nice video!!

      Robbie
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