Are you a really smart sales person occasionally doing extraordinarily dumb things?

Check out the new salesSHIFT ‘bite-size’ video series, Uncommon Sense for People who Sell, to make sure your answer is, “No.”

Catch one mind-shifting sales tip every day this week. Starting today with, “Cold calling … From the buyer’s perspective.”

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TRANSCRIPT

Humour me for a moment and think about a typical unsolicited sales call from the chronically busy buyer’s perspective…

Based on a 30 second voice mail or e-mail you’re expecting me to voluntarily pick up the phone to talk to a complete stranger who wants 30 minutes of my precious time to talk, meet, or do coffee … during which time this stranger will talk incessantly about all of their awesome benefits. And then endeavor to sell me something I really don’t want.

Seriously … do I need to say more?

Why are so many sales people frustrated or surprised when they don’t receive a call back?!

And even more crazy… why do they keep repeating this same ridiculous behaviour expecting a different result?

Reality is I don’t want to hear from you unless you have evidence – yes I said evidence – that you’ve got something of value that will contribute to my success in areas important to me now and I mean important by my definition.

If you’re not prepared to put effort into learning about me, my company, or my industry before you pick up the phone or hit that send button … Then you deserve to end up in the prospecting black hole along with every other seller who decided its easier to talk about their product than to talk about the customer.

Want help making the shift? Here’s where to find us.
www.salesSHIFT.ca
results@salesSHIFT.ca