The sharp end of selling is the cold call. Few people like doing it, but for engineers -- typically more interested in things than in people -- it can be worse than poking yourself in the eye with a rusty nail. And for Professional Services firms, it's often seen as Not The Done Thing; something telemarketers for insurance may do, but not high falutin' lawyers, or accountants, or verification consultants. In fact, so reluctant can some people be to do this kind of prospecting that there are entire books and courses dedicated to handling call reluctance (e.g. "The Psychology of Sales Call Reluctance"). Others promise that you can sell without cold calling at all (e.g. "Never Cold Call Again").
Personally I believe that cold calling, while not the be-all and end-all, is an essential part of the professional consultant's sales arsenal. Verilab has been using the Sandler Sales Institute for some time now, as part of its overall training approach. And the Sandler System has some refreshing views on the cold call.
Personally I believe that cold calling, while not the be-all and end-all, is an essential part of the professional consultant's sales arsenal. Verilab has been using the Sandler Sales Institute for some time now, as part of its overall training approach. And the Sandler System has some refreshing views on the cold call.
Continue reading Cold Calling.
