46 Reasons Why Your Cold Calls Fail
Professional B2B Sales Frameworks
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About the book
FAIL #3 You Don't Build and Measure Rapport
If you're "smiling and dialing", talking about working from home, referencing some personal factoid from a prospects LinkedIn profile and you think you're establishing rapport... your are mistaken. The more you do what everyone else does - the less trust you establish. So what are the top salespeople doing? They are using 5 SPECIFIC DRIVERS to create trust and impact cold calling success.
FAIL #15 You Don't Understand Resistance
For most sellers "handling objections" is something they spend a lot of time in preparation. In reality it doesn't do much good. The salesperson ends up spending their day trying to convince, cajole, or confuse a prospect into taking the next step. It doesn't serve the rest of the process and it's a poor way to make a living. Learn the easy way to effectively, honestly, and consistently manage the resistance you get from prospects. You'll never search for another objection handling response again.
FAIL #27 Prospects No-Show Your Next Meeting
Many cold callers get paid not based upon the number of meetings scheduled, but rather the number of meetings held. That means prospects have to actually show up. Tricks like getting commitment and asking a prospect to accept an invite while on the call help a bit, but ultimately no one wants to chase and chastise a prospect into showing up for a meeting. Learn how to get prospects to show up because they have a compelling reason to do so.