Stay Motivated In Sales: Stick To The Basics
Anybody who is responsible for generating their own leads are very familiar with cold calling because it is their main source of finding new prospects. Cold calling does not work anymore, You can possibly find the rare prospect who has the desire to buy what you are selling but more than likely they will control the process, not you, and will virtually eliminate any power that you have.
What are some of the reasons managers make their sales reps waste their time on cold calling? Let's examine some reasons:
*The only revenue a company is spending is your salary.
* They feel that most sales reps are not going to be at their company for the long term and they know that investing in a marketing campaign will cost them big bucks regardless if it effective or not.
* They do not have to invest in a lot of training for the rep because somebody with general knowledge of what they are selling 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 investing in their employees to find better more effective ways of marketing will be passed along on to other companies.
Cold calling is past its time that may have worked in the past 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.
There are many ways to find new leads without cold calling you just have to be creative. Branding yourself as an expert will have your prospects asking you for an appointment instead of the other way around. Cold calling can be eliminated and once you do this than your income will increase and you will become more effective.
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