This post on cold calling was originally published on Oct 6, 2015 and updated on June 26, 2019.
When making cold calls and opening sales calls on the phone, you need guideposts, touch points of some kind to help guide your interaction. Now, some sales trainers would say you need a script when cold calling. However, I think a cold calling script is too rigid. A sales rep must be flexible and address people where they find them mentally and attitudinally, not where the script says your prospect should be.
See the world through your prospect’s eyes. Take a walk in their shoes.
You’ve heard me say it before. We’ve written about it on multiple occasions.
Selling is an away game. It takes place in the mind of your prospect.
During my time training salespeople, I’ve run into a few who’ve had a little trouble embracing this concept. They see selling as something that you do to someone. They start by getting their foot in the door, and they end with closing the sale. Invariably, these salespeople have the hardest time getting out of their head and leaving their “mental stuff” behind. Continue reading →
When you’re hiring salespeople, you’re hiring someone to represent your company. Afterall, they are the face of your brand. So it’s only natural that you would want to hire only the best. Does this mean they have to have a lot of sales experience? Not necessarily, but they should possess certain traits which in the end, identify them as a successful salesperson. Based upon my observation, I believe highly successful salespeople must posses the following seven traits: Continue reading →
Lance Tyson is an industry leader in sales training, development, and management. Selling is an Away Game is a must read for any sales professional, sales leader, or aspiring candidate in the industry.
Chief Revenue Officer, Tampa Bay Sports and Entertainment