November 23, 2017

Are You Pushing Your Sales Prospects Away?

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never cold call again

As I was getting dressed yesterday morning for a meeting with a very, very huge client, I recalled a story I heard from a sales trainer a long time ago, right after I began my sales career.

He explained that he’d been transferred to his company’s sales office in Louisiana. He went to work, and did everything he’d always done to generate huge sales results.

Oddly, though, he just wasn’t making any sales. People didn’t warm up to him like they had in his old city, and it was both baffling and frustrating for him.

Then he took a step back and really looked around at the culture in his new locale. That’s when it hit him. He’d been wearing the same business suits he always had, but in that part of Louisiana, at that time (many years ago!), men didn’t wear business suits. They wore blue blazers.

So he went out and bought himself a blue blazer, and voila, his sales suddenly turned around and he was back to his old superstar numbers!

Something similar happened to a friend when he’d been relocated. He was always a star producer, but like that sales trainer from way back, his sales dropped way off after the relocation.

That’s when he noticed that businessmen in his new city ONLY ever wore white shirts – no blue shirts, no stripes, no nothing. Just plain white. (Interestingly, I personally hate plain white dress shirts, but I’m wearing one right now since I had a morning meeting with a very conservative client.)

He adapted, and again, voila, his sales returned to normal levels!

Are YOU Adapting To Your Prospects’ Personalities?

Take a look around. Is your manner of dress appropriate for your target market? I always advocate overdressing, but there’s a difference between doing it tastefully, or looking like Joe Pesci’s character in Goodfellas.

Likewise, are you ACTING the way your prospects want you to act?

Studies have been done on what prospects respond to, what they don’t respond to, what they like, what they dislike, and so on.

One of those leading studies concluded that more than 4 out of 5 decision makers HATE HATE HATE cold calls and absolutely will not buy as the result of one.

In fact, someone recently sued a cold caller for wasting his time – and he won the case!

So before you continue with your day, pause for a moment and consider the following two pieces of guidance:

1. Be certain your appearance, mannerisms, language, and so on, are appropriate for your prospects. Like I said, while I happen to hate plain white dress shirts, I’m wearing one right now since I had a morning meeting with an extremely conservative client. (I also happen to own clothes that DO make me look like Joe Pesci in Goodfellas, but they stayed home today!)

2. Remember that cold calling is the single biggest turn-off to qualified buyers. If you do it, you’re not only going to waste time proverbially throwing darts at a board, and getting shot down by the 4 out of 5 who will never buy from a cold call, but you’re also going to push away and anger prospects who otherwise might have bought from you.

If cold calling is all you know, then I can help you. My Never Cold Call Again system is JAM-PACKED with dozens of PROVEN methods, strategies, and techniques to generate hot, qualified leads – from people who are ready to buy right now – without ever having to make another cold call again.

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Here’s to your success,

Frank Rumbauskas

never cold call again


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