1.
Arrogance Many cold-callers are so tired of consistent rejection that, instead of finding a solution to the consistent "no's," they form a tough exterior that further hurts them.
The best cold-callers realize that they are underdogs and know how to play the game when needed.
Nobody likes arrogance within their office, let alone take it from an outsider whom they don't know who is trying to sell them something.
2.
Don't Tailor Their Pitch According to Who They Are Contacting In the Firm What many cold-callers fail to realize is that assistants (known as "gatekeepers" in the sales world) don't think like the quintessential entrepreneurial sales professionals and, thus will not get excited that a particular solution can grow their revenue by upwards of 15% this year.
Cold-callers need to put themselves in the shoes of not only their clients as a whole, but they need to have empathy for each person in the company and try to envision their motivators, their role in the company (both professionally and socially) as well as their turn-offs.
3.
Speaking Too Quickly In sales, you must pace your target prospect.
If they speak quickly, you should speak quickly, however if they speak slowly, they are more of the analytical type and the sales professional must adjust accordingly.
Often, when two individuals are speaking at different paces, there is a disconnect between the two and when there is a disconnect between the business development pro and the prospect, a sale is going to be lost.
4.
Not Using the "?" Next time you make a cold-call, try starting the call off with a question.
For instance, compare the statement vs.
the question: "I'm calling from Widget Co.
and, I'm not sure who can help me within the company, but do you mind passing me to the person who deals with x?" vs.
"I'm calling from Widget Co.
for the marketing manager of the company.
" People are less likely to respond to demands.
When asking a question in a softer, more approachable tone, people will tend to help another out more regardless of their social standing or reason for calling.