{"id":135,"date":"2011-06-01T16:52:15","date_gmt":"2011-06-01T23:52:15","guid":{"rendered":"http:\/\/theasoe.com\/blog\/?p=135"},"modified":"2015-11-06T06:02:08","modified_gmt":"2015-11-06T13:02:08","slug":"how-to-overcome-cold-call-reluctance","status":"publish","type":"post","link":"http:\/\/www.theasoe.com\/blog\/?p=135","title":{"rendered":"How to overcome cold call reluctance"},"content":{"rendered":"

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If you have done your homework and are calling into your target market, you are making “prospecting calls.”\u00a0 If you choose to language prospecting calls as “cold,” it’s okay.\u00a0 However, I recommend you warm them up by referring to them as prospecting calls.\u00a0 Prospecting is defined as the proactive steps you take to identify, qualify and get in front of your ideal prospect. <\/p>\n

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Is your value proposition laser-sharp?\u00a0 This is so vital.\u00a0 So many times salespeople contact me asking for help with their Cold Call Reluctance and they have a weak value proposition .\u00a0 You must believe in the value of your product or service that you are offering.\u00a0 If you do not have a strong value proposition, please email me and I will provide you a worksheet.<\/p>\n

Let’s assume that you believe in your product or service, you have a properly structured value proposition and you are ready to prospect.\u00a0 You reach for the phone and you stop.\u00a0 What is it that is causing you to stop?\u00a0 What are you saying to yourself that causes you to hesitate?\u00a0 Immediately write it down.\u00a0 Is it “they already have a preferred vendor” or “they will say they are not interested.”\u00a0 Your freedom from cold call reluctance is in your identifying what is causing you to stop.\u00a0 Once you identify the “perspective” you are choosing.\u00a0 Challenge your “perspective.”\u00a0 Write down some alternative possibilities.\u00a0 For example, “they may have a current vendor, however, what we have has a uniqueness that they must know about now.”\u00a0 Then after coming up with a few alternative possibilities.\u00a0 Write down your next productive action. <\/p>\n

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It is not prospecting that is causing your anxiety.\u00a0 It is your thought about prospecting.\u00a0 Check out several articles that may help you at http:\/\/www.exceptionalsales.com\/overcomingscr.html<\/a><\/p>\n

\"\"<\/a>Connie Kadansky, sales call reluctance coach and trainer helps salespeople get their “ask” in gear.\u00a0 connie@exceptionalsales.com or 602-997-1101<\/p>\n","protected":false},"excerpt":{"rendered":"

How to overcome cold call reluctance. Continue reading →<\/span><\/a><\/p>\n","protected":false},"author":8,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[5],"tags":[],"_links":{"self":[{"href":"http:\/\/www.theasoe.com\/blog\/index.php?rest_route=\/wp\/v2\/posts\/135"}],"collection":[{"href":"http:\/\/www.theasoe.com\/blog\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.theasoe.com\/blog\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.theasoe.com\/blog\/index.php?rest_route=\/wp\/v2\/users\/8"}],"replies":[{"embeddable":true,"href":"http:\/\/www.theasoe.com\/blog\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=135"}],"version-history":[{"count":14,"href":"http:\/\/www.theasoe.com\/blog\/index.php?rest_route=\/wp\/v2\/posts\/135\/revisions"}],"predecessor-version":[{"id":1277,"href":"http:\/\/www.theasoe.com\/blog\/index.php?rest_route=\/wp\/v2\/posts\/135\/revisions\/1277"}],"wp:attachment":[{"href":"http:\/\/www.theasoe.com\/blog\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=135"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.theasoe.com\/blog\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=135"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.theasoe.com\/blog\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=135"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}