Stay Motivated In Sales: Stick To The Basics
Almost anybody who is in sales is very familiar with cold calling because this how they find people or companies who want to buy what they are selling. Cold calling has a low success rate, sure you may be able to find some prospects who will buy from you from time to time but more than likely They will make the decision to buy when they want to and it could leave you twisting in the wind until they decide.
What are some of the reasons managers make their sales reps waste their time on cold calling? Let's take a look:
* It is an inexpensive way to find new customers.
* They think that most sales executives generally have a short term job mentality and will take the next job that pays a higher salary and they know that investing in a marketing campaign will dip into their profit margins and do not really care how effective it is.
* They do not have to spend capital on marketing which may or may not work and will always be able to pin the failure on the individual rep because anybody with knowledge of the product can sit down and write a script whether it is effective or not.
Typically what happens is that the account rep will get bored or burned out and take another opportunity. Many companies thank this is the norm so training the rep to find better more effective ways of marketing will be passed along on to other companies.
Cold calling is an old school tactic which in the past has been effective now that technology and information is readily available most people will look for themselves to find a product. People are consistently brainwashed with marketing and they have become desensitized to anybody who can have a real impact on their business.
The best case scenario is for the rep or small business owner is to have a means of staying in front of the prospect until they get to the point in which they have a real need for your product.
Some of the forms to find new prospects without cold calling is giving speeches at public events, starting a leads program for past customers, or an email campaign. Becoming a recognized expert in your field will make prospects come to you and make it easier to sell. Move away form cold calling today and start selling more, bottom line.
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