Research shows cold calling scripts and tricks don’t work, but referrals do.
When will sales leadership wake up? They still measure the number of dials and emails sent in a day, when the return on these sales activities is dismal. The last I heard, it took eight to 12 touches to reach a prospect—and that was before the world started working from home. Perhaps it takes so many touches because salespeople use cold calling scripts, talk about themselves, and ask dumb questions like:
Are you the person responsible for…?
Who is the person I should talk to about …?
Do you have these pains? (Lists them)
Can you help me? I’m trying to find the person responsible for … (fill in the blank). Is that you?
If the prospect says yes, there’s another barrage of questions:
Do you use (whatever they’re selling) or outsource it?
How’s that going?
Are you getting the results you need?
If they’re satisfied, the salesperson