You’re tired. You’re alone on the empty elevator. Leaning against the back wall, you cross your ankles to get comfortable, looking down at the ground.
- What are you going to do when your fist stop picks up two strangers?
- Two more stops fill the elevator with five more strangers. What are they all doing when the doors close?
- What is impossible to do when you walk onto an elevator with passengers?
- You will uncross your feet, keep you head up for the entire ride, and move so that all three of you are equidistant from each other.
- Assuming they’re all strangers, all will be facing forward looking at the indicator showing which floor is next.
- When talking with a friend you’re comfortable with, you’ll tilt your head. But when getting onto an elevator full of strangers, it is impossible to tilt your head.
During a break in our Cleveland seminar, an owner told me I should change the name of our seminar from Cold Calling for Cowards® to “How to Make Warm Calls”. He stresses to his salespeople to think of their calls as being warm calls and not cold calls to make the process more fun.
Couple of things.
First, the title of the seminar has brought in over 150,000 attendees. Why? The title is emotional. People identify with the feeling.
Second, cold calling isn’t fun. It works. But it isn’t fun. Cold calling sucks and changing the name isn’t going to take the dread out of the process. Just like the rose, cold calling is still cold calling by any other name.
The truth about cold calling? Those who actually do it know what I’m talking about.
Posted in Cold Calling, Sales, Small Business
- Tagged body language, books, Business, dress, entrepreneur, humor, job interview, listening, meetings, motivation, networking, objections, presentations, qualifying customers, referrals, sales management, scripts, telephone cold calling, voicemail
Why does the client peer over her reading glasses when talking with you? Why does the Ph.D. want to be called “doctor”? Why are people more aggressive when using email than when talking with you face-to-face?
Psychologist Perry Buffington said such behavior is a “mask” effect. When people hide behind their masks, whether it’s their desk, glasses, title, or email, they are less compassionate and more likely to harm others. You’re an object to them and they can remain separate from you.
If you want to “connect” with others, go face-to-face. Be on a first name basis. Get out from behind your desk.
Learn a trick from great speakers: Shed the lectern when giving a presentation. Remove the “shield” between you and the audience. Show them you have no fear. You’ll earn their respect and be seen as being more open and honest.
The following is an excerpt from Lunch? – 20 Sales Questions I’ve Been Asked Over Lunch. You can get a free PDF copy at www.FootInTheDoor.com to pass on to anyone you like.
One of the biggest complaints by business owners and sales managers is that their people never ask for the order. Having lunch with a couple of business owners in New Brunswick, New Jersey, one complained that there had to be some easy way to get his people to ask for the order.
There is. I gave him a 3 x 5 card and told him it was his. Make copies and give it to his salespeople and tell them to give it to the prospect just before getting up to leave the customers’ office. Then let me know if their sales didn’t increase.
He reported that not only did his people close more deals, but they had more fun doing it, and the customers always got a laugh out of it. It added to their expense accounts, but he said the new sales and new business was worth every penny.
What did the card say?
Posted in Books, Sales, Sales Management
- Tagged advertising, body language, competition, gatekeepers, handshakes, hiring, job interview, listening, negotiation, qualifying prospects, referrals, sales psychology