That’s the question many a frustrated sales rep is asking these days!
It’s a valid question; I just believe, strongly, that it’s the wrong question!
Why?
Because it’s a complaint and NOT a question that leads you to a productive answer.
Instead, you might be inclined to ask yourself . . .
“In addition to the phone, what else can I do to reach a potential customer?”
I’m not sure that question is going to get you the right answer either because if you’re like most people, your default answer will be “Email” and quite frankly, that channel is way noisier than the phone.
I’d challenge you to ask yourself “What other forms of outreach do I have at my disposal to complement my phone and email efforts?”
And quite frankly, I’d be one relentless SOB when asking that question of yourself and here’s why. . .
Because For Many Of You That Question Will Make You Uncomfortable!
Funny thing about being uncomfortable . . .
The brain loves to distract you with other, “SAFER” things to think about just so you don’t have to deal with it.
And that reminds me, get better at dealing with stuff.
Many of you will read something like this, and chose NOT to deal with it and instead do something unproductive like just make more calls.
Sales Managers: I’m going to go out on a limb and guess that your sales meetings would be way more productive (and a hell of lot less sucky) if you asked questions like this of your team. Don’t ever underestimate the collective brainpower of your sales force. You’re welcome!
And let’s all stop with the cold calling bravado and lose the testosterone long enough to realize that . . .
The world has changed
Eyeballs have shifted to new places
Buyers now buy differently and consequently . . .
If we do more of the same stuff that really wasn’t working
We really haven’t adapted very well as a profession.
Kind of like a manufacturer still trying to sell us this . . .
When the world has clearly moved on to this . . .
Your cold call is lonely folks and it’s in desperate need of some companionship!
Oh, and when you get done thinking about what you can do to give those lonely cold calls some companionship, you might want to consider joining us on October 23rd when I share how you can do it more effectively.
Click HERE for all the details but today I challenge you to do something because the landscape has changed and you might be guilty of failing to adapt!
