Simple ways to warm up cold calls and turn them into sales
In the delicate dance that is the world of sales, it’s probably safe to say that cold calling is one area where sales people and prospects are totally in tune. No one relishes cold calls, whether you’re the initiator or the receiver. But cold calling continues to thrive for one reason: when done right, the tactic can lead to new business.
In fact, a recent survey of 1,000 IT decision-makers by information company DiscoverOrg found that 75 percent had taken an appointment or attended an event based on a cold telephone call or email.
“Clearly, cold calling can work when the caller makes all the right moves,” says Art Sobczak, a sales trainer and author of the Amazon.com best-selling book “Smart Calling: Eliminate the Fear, Failure and Rejection from Cold Calling.” “Unfortunately, some common mistakes can make cold calling frustrating and fruitless for both the sales person making the call and the prospect receiving it. Cold calling can be productive, smart and even fun, and, most importantly, convert into sales.”
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