A short presentation to help keep individuals focused and motivated when cold calling.

1. LEARN TO ENJOY COLD CALLING
BY EXPLODING THE 10 OLD MYTHS

2. MYTH # 1: COLD CALLING IS A
NUMBERS GAME
Reality: Sales is only a numbers game when all you know is
traditional cold calling. Yes, you can call people over and over;
chase them until they listen to you so that you just go away.
However there is a better - easier method of building trust and
getting your product or service message across - all on one call.
Think quality over quantity - simply by changing your sales
approach you'll make FEWER CALLS and MORE SALES.

3. MYTH # 2: WITH EVERY ‘NO’ YOU GET,
YOU ARE GETTING CLOSER TO A ‘YES’
Reality: You will never be close to a yes unless you are doing the
exact thing required and doing it right. The preceding ‘no’ can
never guarantee you 'yes’. Practice does make you better at what
you are doing but only if you have the passion and willingness to
learn. So remember you do not have to go through the 'No’s'
before encountering a Yes.

4. MYTH # 3: YOU HAVE TO BE A GREAT SALES
PERSON TO BE ABLE TO GET GOOD RESULTS
ON COLD CALLING.
Reality: Not at all. The best people are normally those who
naturally are courteous, professional and strive to take an interest
in the prospect. Prospects are now much more aware of the
‘sales tactics’ used by over polished sales people. So being
yourself and remembering to focus on finding out about the
prospect not flogging what you have will open doors for you!

5. MYTH # 4: UNDERESTIMATE THE GATEKEEPER
AND DO NOT GIVE THEM ANY INFORMATION
Reality: Anyone you interact with over the phone may be a
prospect or an influencer to the decision maker. He may even be
the decision maker in disguise trying to extract the truth;
therefore, do not take the gatekeeper lightly. Treat them with
respect but remember not to give too much away - save it for the
right person.

6. MYTH # 5: GIVE-UP ON A PROSPECT AFTER 4
ATTEMPTS
Reality: If your prospect suits the criteria of one you want to do
business with, never give up! Phoning back when you say you will
helps build trust and credibility. Unless a prospect asks you to no
longer call them then continuing to call should not prove a
problem. Remember to be professional at all times.
The saying ‘opportunity is never lost it simply passes to the next
person’ is so true. So if you can’t be bothered to call back – guess
what you’re competitor won’t forget!

7. MYTH # 6: USING SCRIPTS IS EFFICIENT IN
GRABBING PROSPECTS ATTENTION
Reality: People can tell when you're reading from a script, even if
you think you're pretty good at it and getting away with it. There's
nothing personal about it and people can pick that up. Being
artificial just puts you into the typical "Salesperson" category. If
you can learn to get your message across in a different way, you'll
eliminate the negative triggers that can lose your sale within
seconds

8. MYTH # 7: COLD CALLING IS JUST FOR THE
INITIAL STAGES FOR THE BUSINESS
Reality: A business’s main purpose is to generate maximum
profit. Why say no to a business opportunity when telesales is a
guaranteed source for bringing in prospects. Cold calling should
never be eliminated, it should form part of your strategic sales
plan.

9. MYTH #8: OPEN THE PHONE BOOK, MAKE CALLS…..
Reality: Random calls made to random companies will not result
in business. Research your calls, make sure you are talking to
your target audience. Understand your sector and how you can
add value and benefit to whoever you are calling.

10. MYTH #9: CLOSING THE SALE IS THE END RESULT
Reality: The goal of a sales person should not be just about
closing a deal. Instead, you should focus on determining if you
and your prospect are the right fit. By focusing on this, you can
alleviate the problems and develop trust and natural dialogue.
Your prospect will develop confidence in you and a business
relationship will start to emerge..

11. MYTH #10: COLD CALLING IS DEAD
Reality: Cold calling today is direct, targeted and above all it’s a
communication skill. Those who disparage cold calling are totally
missing the point. The bottom line is that no matter where you find
a lead, whether from networking or a referral (or even if someone
calls you) at some point you will need to speak with that prospect
on the telephone and if you are not able to communicate the
value of the product or service that you represent, you won't get
the customer.

12. MY FINAL NOTES
•Be clever - do not fall for the myths about telesales and cold calling.
•Be a smart cold caller and pilot your own career; once you let go of
these myths, you will eventually master the art of cold calling. Within
no time you will willingly want to use cold calling alongside other
prospect methods.
•After all, a cold call is equivalent to meeting a stranger in person or
attending a networking meeting and developing a mutually beneficial
relationship

13. CONTACT DETAILS
Presentation by: Audrey Bodman
Company: Outshine Ltd
Website: www.telephonetraininguk.co.uk
LinkedIn: http://uk.linkedin.com/in/audreybodman/
Email: audrey@outshinegroup.co.uk