http://www.salescoachinglive.com/blog/category/sales-coaching-delivery/ Blog categories... http://www.salescoachinglive.com/barrycaponi/blog/want-to-cure-the-fear-of-cold-calling/ Why are we afraid to pick up the phone and cold call someone—and what can we do about it?

Remember the old TV show, Family Feud? And the audience sai...]]> Why are we afraid to pick up the phone and cold call someone—and what can we do about it?

Remember the old TV show, Family Feud? And the audience said, fear of public speaking! It’s probably one of the most commonly known facts in America: the number one fear of Americans is the fear of public speaking. The number two fear is death. But, here’s one that you might not know. The number three fear is death from public speaking. Just kidding, but thanks to my good friend, Sean Sturrock, for that bit of humor!

As a member of the National Speakers Association, I’ve heard many people talk about how one gets over the fear of public speaking. It all boils down to three simple things: preparation, process and practice.

Let’s take those one at a time and dissect them as they apply to cold calling. These same factors are at play here when we consider picking up the phone and ‘public speaking’ to just one stranger at a time.

1. Preparation. Toastmasters has an exercise that requires its members to get up in front of the group and speak extemporaneously for just one minute. That’s harder than one might imagine, as anyone who has been a member can attest. However, we all do it many times each day. Someone asks us a question, or we talk about the news of the day with our friends, family, and colleagues.

So, what’s the difference? In my opinion, it’s the stakes and the setting: the audience, the goal and topic. When we pick up the phone to call someone for an appointment, there is a very specific objective on the table—an appointment is at stake—not to mention our livelihood. We also know that this will most likely not be a friendly setting—at least at the beginning. So not only do we need to know what we’re going to say to start the conversation, but we’ll also need to be prepared to handle the common types of responses we receive. If we don’t, most of us feel foolish and embarrassed, even though the person can’t see us.


2. Process. When we deliver a speech, we know we have to have a beginning, a middle, and an end. You might be familiar with the old adage of tell them what you’re going to tell them, tell them, and then tell them what you told them. An appointment making call also has a process.

There are actually twelve steps in the process of making an appointment setting call, and only one of them is actually placing the call. Many of us get lost in the process because we don’t even understand the entire process, let alone have the right tools to keep us efficiently organized and on pace. For instance, as we get ready to call a target that we’ve called before, and we can’t remember what we said to them last time, how many times we’ve called before, or just as importantly, what they said back to us, we will get a bit apprehensive. Why? Because we don’t want to sound foolish and unprofessional if the person we’re calling happens to remember those things.

Therefore, having a process to follow, and tools to keep track of the process will make us fear making calls.

3. Practice. How we deliver our message is far more important than what we actually say according to a UCLA study on effective communications. See blog called What are the key elements in effective communication - link is below. That’s not to say that what we say is not important at all. The key here, though, is for what we say to become so second nature that we can concentrate on how we deliver it, and on what our target says back to us.

Sorry to be the bearer of bad news here, but there is only one way to accomplish this: practice, practice, and then practice some more. Practice until it sounds more natural and conversational than the ‘wing it’ manner you’re using now. And here’s one more hint for you. Even the best public speakers will rehearse their opening lines to their speech right before walking on stage, so practice your opening out loud (or with a calling buddy—see blog called Five tips to help make that first call of the day) - see link below.

To be successful cold calling, one must be prepared, have a process and practice, practice, practice.

Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called Coldcalling101™. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations—the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 817 224-9900 or at barry@coldcalling101.com.

Link to first blog: http://coldcalling101.com/what-are-the-key-elements-in-effective-communication-as-they-apply-to-cold-calling/

Link to second blog: http://coldcalling101.com/five-tips-to-help-make-that-first-cold-call-of-the-day/]]> http://www.salescoachinglive.com/barrycaponi/blog/want-to-cure-the-fear-of-cold-calling/ Wed, 11 May 2011 14:03:06 +0000 Barry D. Caponi http://www.salescoachinglive.com/barrycaponi/blog/want-another-chance-to-follow-your-new-year-s-resolutions-2/ http://www.salescoachinglive.com/barrycaponi/blog/want-another-chance-to-follow-your-new-year-s-resolutions-2/ Thu, 31 Mar 2011 13:10:28 +0000 Barry D. Caponi http://www.salescoachinglive.com/barrycaponi/blog/want-another-chance-to-follow-your-new-year-s-resolutions/ http://www.salescoachinglive.com/barrycaponi/blog/want-another-chance-to-follow-your-new-year-s-resolutions/ Thu, 31 Mar 2011 13:09:51 +0000 Barry D. Caponi http://www.salescoachinglive.com/bfarmer/blog/opinions-everyone-has-one-at-least-one/ I have often heard that opinions are like anal orifices, everyone has one! The fact is that just like parts of our own body, we not only have opinions...
Our ownership of opinions is absolute regardless of the facts!! Two plus two always equals four. New York City is the largest city in the United States. San Francisco is on the west coast. These are objective facts.
Red is better than blue. Chicago is a more dynamic city than LA. The Packers should win over Minnesota (said before the season begins). These are ALL opinions and their truth lies solely in the eye of the beholder.

Before we enter in a discussion about what is “Better” for someone we care about, we need to take a minute and review what their opinions and beliefs are. That review can take many forms. Here is one possible way to begin the evaluation.

1. What is their underlining belief system?
2. What in their background could influence the critical viewpoint or decision?
3. Who else will influence this discussion / decision?
4. Why am I involved in this discussion / decision?
5. What impact will this have on their resources - mental, physical, financial
6. What do I KNOW about their opinions that will come into play?
7. What are the facts? Are these truly facts or MY opinions of the facts?

These are first steps. Remember that a person’s opinions are critically important to them and they will defend them to the death! If you think this is a bit of an exaggeration then look to the Middle East, the Middle Ages, witch hunts, the Hatfield verses McCoy feud, Democrats verses Republicans, USC verses UCLA and High School Football in Texas!!

Treat people’s opinions as if they are as precious as their children. They might have had them longer!]]> http://www.salescoachinglive.com/bfarmer/blog/opinions-everyone-has-one-at-least-one/ Wed, 23 Feb 2011 14:13:59 +0000 Ben Farmer http://www.salescoachinglive.com/bfarmer/blog/passion/
Without passion, there is no fun!!

One of our best friends is p...]]>
Without passion, there is no fun!!

One of our best friends is passionate about abandoned St. Bernard dogs. This became a mission that has lead to the rescuing of hundreds of these beautiful animals.

Passion is the reason Jonas Salk invented the Polio vaccine and when asked why he did not patent it stated when asked by famed reporter Edward R. Murrow “Who owns this patent?", Salk replied, "No one. Could you patent the sun?"

Here are a couple of key ways to know what you are passionate about:

1. Does your voice get stronger when you are talking to others about building a house?
2. When someone asks your advice on a finding new customers do you find yourself giving them all sorts of advice?
3. Do you find yourself going on and on about Golden Retrievers?
4. Do bridal dresses give you goose bumps?
5. When you are tired and you get a call to go do something that involves a subject does your exhaustion disappear?

If this happens than more than likely you are passionate about these particular items.

When someone asks me about helping others be successful, I have to hold myself back. When someone mentions a golf game, I am there.

Now translate this to business. What about your business turns you on? Is it that your office is a great place to work? Do your clients send you thank you notes? Are you award winners in your industry? Do you make a difference in your clients lives? How do you fulfill their wants and needs? How do you make communication better in the office, with your sales force, with your clients? Are you passionate about adding value to you clients lives? If so, how?

Be passionate and make a DIFFERENCE!!]]> http://www.salescoachinglive.com/bfarmer/blog/passion/ Tue, 22 Feb 2011 23:48:14 +0000 Ben Farmer http://www.salescoachinglive.com/seanpiket/blog/sales-coaching-compared-to-traditional-sales-management/
It is almost inevitable tha...]]>
It is almost inevitable that each time I ask a Sales VP, Director or Manager whether they feel they coach their salespeople or not the majority of these sales leaders feel they do a good job of coaching their reps. However, when pressed to describe the sales coaching methodology or process they use to coach their reps most all of these same sales leaders look puzzled and have a hard time describing how they coach. They typically launch into a description that sounds a little bit like this:

"I meet one-on-one with each of my reps on a weekly basis. I print off a static report of their sales pipeline and sift through each opportunity seeking an update from the rep. Leveraging my experience, I then provide guidance, suggestions and directives on what they need to do as a next step to move each opportunity through the funnel so they can close more sales!"

That is a classic description of traditional sales management. That is management by metrics and activity. Some refer to it as management by hammer depending on the manager's style! Nonetheless, it has nothing to do with effective sales coaching. And therein lies the challenge: most sales leaders think they are coaching when in reality they are not.

A Sales Executive Council study of over 2000 salespeople showed that less than 50% of salespeople receive consistent, personalized sales coaching from their managers. That same study showed that salespeople who receive 3 hours of sales coaching per month, on average, achieve 107% of quota compared to 82% of quota for their peers who don't receive sales coaching. Finally, out of 10 categories listed in the Manager Skill Index in that same Sales Executive Council study, managers ranked dead last (10 out of 10) in the critical skill area of sales coaching.

So to sum it up - sales coaching is the absolute best thing a sales leader can do to stimulate company sales and individual sales rep success yet it is the critical skill area where they struggle the most (or simply neglect). This is what I refer to as "The Great Sales Coaching Gap". My company, Sales Integrity, works on closing this gap for our customers on a daily/weekly basis through the implementation of corporate sales coaching programs. We either directly coach their sales professionals and sales leaders or we teach their sales leaders how to formally coach their salespeople through the implementation of a formal sales coaching methodology and systematic approach, complete with tools, templates and technology to enable, track and measure the coaching process. Either way, it all starts with a basic understanding of the difference between sales coaching and traditional sales management.

At it's core, here is the easiest way to describe the difference between sales coaching and sales management:

You manage an operation. You coach people. Period.

Start with that as your philosophy and foundation for implementing a formal sales coaching program at your organization. In the meantime, stay tuned for my next blog when I further breakdown the specific differences between sales coaching and traditional sales management and how you can apply sales coaching to your sales leadership arsenal.

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Sean Piket is the Founder]]> http://www.salescoachinglive.com/seanpiket/blog/sales-coaching-compared-to-traditional-sales-management/ Thu, 30 Dec 2010 03:29:59 +0000 Sean Piket