When it comes to making sales calls, you have two options – pick up the phone and “wing it” or use a guide to cold calling. It is probably more common for sales people of at all levels to lean toward improvising and “winging it”, yet consistency and improved results are likely to come when using some sort of guide.
Types of Cold Calling Guides
There are many types of different resources that can be used as guides for cold calling.
One of the most economical and accessible types of sales guides are sales books. There are thousands of books that have been written on the subject of sales and how to improve results.
Don’t waste your time trying to figure out what to do and what not to do. Someone else has already ready gone through that and those lessons learned are all out there for you to read and use and can be found in any number of quality sales improvement books.
Of course some books are better than others but it can be a very productive habit to use to always be reading a sales book at some level and be using it as guide to cold calling.
Internet Blogs and Articles
There is also a tremendous amount of free information available out on the internet. You can always scan sales-related blog posts and articles and gather tools and tactics that can be tested and applied to your cold calling.
Many sales training programs will provide sales tools that can be used for a guide to cold calling. Some examples of these are worksheets to use and fill out while on the phone, methodologies to work along, and other sales tools to use as “cheat sheets” to provide quick access to information.
Working with a sales coach can often be a source of information and sales tips. And these can be compiled into some sort of guide and process to use when cold calling.
Why Use a Guide
To just improvise when cold calling and go with the flow in terms of what to say and ask is the quickest and easiest path. There is little preparation with this and less effort required. But is this the best path?
If you are more prepared for what you are going to say and ask in terms of using some sort of sales script, and using some sort of methodology and guide to cold calling, you will have much better control over the cold call. This will help to you to establish calls and be more effective at keeping calls going, and that can drive better results and lead generation.
Another side effect of using a guide is that it can decrease stress and improve confidence when making cold calls. Cold calling is a very mentally taxing profession and by simply using a guide can help to improve the mental state of the caller and this can not only improve results, but also improve long-term stamina in the position.