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Why You Really Shouldn't Give a S*#@!

by nyk24
7 replies
Today I printed off some gems of advice from the seasonsed pros on here, printed some scripts, rebuttles and John Durham's apple a day = sales and stuck them up on my office wall .

I have now read John's advice on apples 1st thing in the morning and everytime I get nervous about picking up the phone. (is it possible to crave something as healthy as an apple now? lol)

Anyway no more beating round the bush guys what I wanted to say is that you shouldn't care about every cold call you make.....the more you care the harder it is to take rejections and start again.

As soon as I started speaking in a flat, couldn't care less tone I found skipping round gatekeepers was a piece of cake and until this morning I did not think that was possible.

Why does it work because you don't sound like the energetic salesman full of bs and intially I don't introduce myself as any introduction makes most folks switch on their "no thanks" antennna too quickly, you have to sound like a customer.....businesses always are happy if they think you are a customer at first and I think it warms them up a bit for your 30 secs pitch.

Don't get me wrong I am not boasting because I didn't get to speak to many owners today and no I didn't make any sales either but I did get email addresses, owners names, times when there were contactable.

I also got one mobile site demo from a double glazing owner, I called one of his showrooms at nearly 5.30pm and asked for the owner in a I really couldnt give S*#@ kinda way and he said he was the owner lol. I know its not a sale and that I still have a hell of a lot of ground work to do but for 2 or 3 hours of dialling it aint bad!

If I could get a demo a day and convert one of them every week I would be happy with that as a good starting point until I get more confident talking on the phone...someone said allow 3 weeks for that naturalness to come, is that true?

So remember those of you who are noobs to cold calling like me its all about the numbers, not caring and calling up like a customer with a query.

The confidence and a good pitch delivering the "whats in it for me scenario to the business owner" I assume comes with time and practice?

Let me know what you think guys as I am hungry to learn and have some more of John's apples lol
#give #s#@
  • Profile picture of the author d1ey0u
    This is interesting. I'll give this a try on my "not so good" calling list. I'll report back.
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  • Profile picture of the author John Durham
    nyk24

    Good for you. Keep that attitude. The difference between a champion and NOT, is that anybody can get fired up for a second, but when you can keep that eye of the tiger routine, hold it for a few days, and get into that vibe routinely for a little bit (think rocky balboa. I already feel that in your post), you will blow yourself away, and you might feel ten feet tall a few weeks from now with some fat pockets.

    Trust me there are alot scarier monsters than cold calling in business, but you gotta be able to stand up and have thick skin. You can be in the whiner camp, or you can be in the "dont mess with me" camp. The latter will have you shining in no time , just keep standing up to it everyday. Trust me. You are made of alot more than you might think. It will change you and weakness will not have any place in your veins if you can just NOT back down. Keep stuffing that pipeline until it busts open, and shrapnel is flying everywhere.

    Some are sheep, waiting for a bowl of grain being fattened up for the slaughter, but YOU are a hunter. Surprise yourself by holding that vibe and see what happens!

    Good going.

    -John

    Ps. Stay hungry...you dont have to push any individual prospect to hard... but your overall vibe should not take no for an answer when it comes to getting to that prize. Dont attack individual prospects, but absolutely attack your session!
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    • Profile picture of the author sandalwood
      Originally Posted by John Durham View Post

      nyk24

      Good for you. Keep that attitude. The difference between a champion and NOT, is that anybody can get fired up for a second, but when you can keep that eye of the tiger routine, hold it for a few days, and get into that vibe routinely for a little bit (think rocky balboa. I already feel that in your post), you will blow yourself away, and you might feel ten feet tall a few weeks from now with some fat pockets.

      Trust me there are alot scarier monsters than cold calling in business, but you gotta be able to stand up and have thick skin. You can be in the whiner camp, or you can be in the "dont mess with me" camp. The latter will have you shining in no time , just keep standing up to it everyday. Trust me. You are made of alot more than you might think. It will change you and weakness will not have any place in your veins if you can just NOT back down. Keep stuffing that pipeline until it busts open, and shrapnel is flying everywhere.

      Some are sheep, waiting for a bowl of grain being fattened up for the slaughter, but YOU are a hunter. Surprise yourself by holding that vibe and see what happens!

      Good going.

      -John

      Ps. Stay hungry...you dont have to push any individual prospect to hard... but your overall vibe should not take no for an answer when it comes to getting to that prize. Dont attack individual prospects, but absolutely attack your session!
      Does this advice apply to Seabrook TX
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  • Profile picture of the author Jason Kanigan
    Originally Posted by nyk24 View Post

    As soon as I started speaking in a flat, couldn't care less tone I found skipping round gatekeepers was a piece of cake and until this morning I did not think that was possible.
    I emphasized that.

    Gatekeepers are a problem until you realize they are not.

    Prospecting is difficult until you realize it is not.

    Calling is filled with tension until you realize it does not have to be that way.

    99% of calling issues you're experiencing are in your head. We call this "head trash."

    There's a weird thing that happens with growing your business. Things don't work, don't work, don't work, don't work and then suddenly WORK.

    This has been called the flywheel concept.

    This giant wheel is completely still. You walk over and try to make it turn. The thing is so heavy, it has so much inertia invested in staying still, you have to strain and strain to get it moving. It simply seems to not want to turn.

    You start your business and begin prospecting for the first time. It's difficult and you try and try to get customers. Frantically, you change your script, your call times, your approach. Nothing seems to work.

    Most people give up at this point.

    After some time and effort, the wheel finally begins to turn. It's difficult; you really have to keep putting your back into it. But it is turning.

    After weeks or months, you have some customers. People around town are starting to recognize your company name. There's a little bit of branding in the air. Someone actually calls you looking for what you do.

    Now that the wheel is turning, it takes only a little more effort to make it spin even faster. You tap the wheel and it goes flying. Inertia is now on your side.

    You're getting referrals. Your prospecting calls are so easy now; people want to talk to you. It all seems so sudden--just a few weeks or months ago, you were struggling so much and now it's so easy. A critical mass of prospecting has been reached. You have plenty of projects in the pipeline, so if one drops out, Who Cares? There's another or two more to take its place. The anxiety you felt at the start is gone. Nothing is "on the line"; one fizzle of an opportunity is no big deal. The business is working.

    You can get here, or you can give up after an incredibly brief attempt and say "It didn't work." Yeah, right...you didn't get that flywheel turning.
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    • Profile picture of the author sandalwood
      Originally Posted by Jason Kanigan View Post

      I emphasized that.

      Gatekeepers are a problem until you realize they are not.

      Prospecting is difficult until you realize it is not.

      Calling is filled with tension until you realize it does not have to be that way.

      99% of calling issues you're experiencing are in your head. We call this "head trash."

      There's a weird thing that happens with growing your business. Things don't work, don't work, don't work, don't work and then suddenly WORK.

      This has been called the flywheel concept.

      This giant wheel is completely still. You walk over and try to make it turn. The thing is so heavy, it has so much inertia invested in staying still, you have to strain and strain to get it moving. It simply seems to not want to turn.

      You start your business and begin prospecting for the first time. It's difficult and you try and try to get customers. Frantically, you change your script, your call times, your approach. Nothing seems to work.

      Most people give up at this point.

      After some time and effort, the wheel finally begins to turn. It's difficult; you really have to keep putting your back into it. But it is turning.

      After weeks or months, you have some customers. People around town are starting to recognize your company name. There's a little bit of branding in the air. Someone actually calls you looking for what you do.

      Now that the wheel is turning, it takes only a little more effort to make it spin even faster. You tap the wheel and it goes flying. Inertia is now on your side.

      You're getting referrals. Your prospecting calls are so easy now; people want to talk to you. It all seems so sudden--just a few weeks or months ago, you were struggling so much and now it's so easy. A critical mass of prospecting has been reached. You have plenty of projects in the pipeline, so if one drops out, Who Cares? There's another or two more to take its place. The anxiety you felt at the start is gone. Nothing is "on the line"; one fizzle of an opportunity is no big deal. The business is working.

      You can get here, or you can give up after an incredibly brief attempt and say "It didn't work." Yeah, right...you didn't get that flywheel turning.
      Excellent post.
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      • Profile picture of the author John Durham
        Originally Posted by sandalwood View Post

        Excellent post.
        No Doubt. Excellent! Kudo's on this one Jason! Love the Flywheel example.

        Very much like working out, at first its hard to get the body in motion...but after you have been into it for a couple of weeks your body CRAVES the motion.

        What does that have to do with cold calling?

        They are both healthy for you and will change your life!
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        • Profile picture of the author Steve Roth
          Couldn't agree with you more Jason. I read many books and watched hours of tape on how to cold call and telemarket. Most of it was bullshit when put into practice.

          I agree that you shouldn't give a crap and be yourself. Once I started being myself and stopped taking crap from potential prospects, my sales zoomed. I also purchased a power dialer which helped a lot, too!
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