Cold Calling - Do you need to change your attitude?

Believe in what you are selling. Believe you have a right to make that call. If you think that the person you are calling is going to see you as a nuisance caller, the chances are that they will. If you believe in your product or service and can identify the problem that it can solve for your potential customer, then the message conveyed to the customer is that you can provide the solution. The only way you can do this is by using your listening skills. A conversation is a two-way process, and it is as important that you ask the right questions to find out what your prospect needs as it is that you listen carefully to the answers. This can mean that you actually help your prospect to identify the problem, and are then ideally placed to recommend your solution. The more you know about your prospect before you make the call, the more targeted your questions can be.

Many people hate making sales calls, as they think that all people hate receiving them. What people actually hate is having their time wasted. Your call is not a waste of time. You must be confident in your product or service, and your manner must reflect this confidence. Think of how you are integrating with their businesses to make their jobs easier and their results better. Approach the company with ideas but don’t offer solutions until after you have listened. You are a problem solver, be prepared to solve problems.

So how do you feel about making sales calls? Do you need to change your attitude in order to succeed? How you feel about making that call will be communicated to the recipient, so make sure you feel good about it.