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Cold Calls or Warm Calls - make your choice

| Date: Wednesday, 31 March 2010 | 2 comments
I found this article useful. I didn't find this article useful. votes: 1 | score: 1

Do you like someone pushing you to buy something?

Not likely! Yet who's had the experience of someone coming in and try to push their product or service to you. Most of us would answer 'yes' to this. Many books are written and sold based on having the answer on how to 'cold sell' successfully though so why do we still experience this and want to give them 'the push'.

With over 20 years working with clients and businesses, it's clear that there are salespeople and "business stewards" who have your interests and needs as their objective.

What makes for a Business Steward?

This person will be found in roles where they:

  • Take the time to interact with you
  • Listen and seek the issues you face and what you want an answer for
  • Linten to your point of view and respect that
  • Look for ways they can assist you with their products and services
  • Look at ways their products and services might be customised to be a closer answer for you
  • Particularly look at how the value they offer will outweigh the cost for you
  • Can back up how the investment on your part will give you the value you seek
  • Celebrate you becoming more successful
  • Can be a respected member of 'your team'

A business steward realises they are not you, do not think their way is the only way, and will seek to understand you and how you think. Our business trainers are stewards of your success for the time we work with you. Our training programs fit within our Leadership motto of being "World Leaders Today" - learning and growing and sharing and transforming.

What are your experiences in promoting to others for the first time? Happy to answer questions or comments on your experiences. Jenny H 30/3/2010

2 Comments Posted

Anonymous | Wednesday, 31 March 2010 9:06:48 AM
So how can I get over feeling "that's not me" and the awkward feeling when I have to cold call?
Jenny | Wednesday, 31 March 2010 9:16:35 AM
The first thing is to recognise that in the past you've had the experience of exactly that same feeling and then through focus you've got past it and then wondered "what was the big deal'

You can get past this by realising you have great experiences and successes so take some time to understand the person you're now meeting. They also have had lots of successes and some area's they are blocked on as well.

Recognising this is the first step. Focus on finding out more about them, where they could do with advice from your experience and build that 'warmth'.

It's likely you'll gain as much from such a relationship as they do from you. Jen