Timid Follow Up to Cold Calling
Suggested Strategy: Typically, an individual that is too intimidated to sell out of fear of inconveniencing the folks they are selling to will not fully understand the risks involved with their timid approach. There are risks associated with the individual themselves, the company, and even the client.
Suggested Questions:
Î Teach Me + The Sword: So that I don’t make any assumptions about where you’re coming from because that would be unfair to you, could you please walk me through your process for following up on cold calls and how you decide when you should follow up? Î Risk Questions: What risks do you think you might assume as a salesperson when you are timid in your follow up with cold calls? What risks do you think are presented to the company as a result of this? Do you think there are any risks assumed for the client if are timid in your follow up? If so, what are they?
Suggested Activities:
Î Whiteboard Coaching: On the very top of a whiteboard, ask the individual to define what they believe is expected of them by the company regarding following up with cold calls so that the risks from earlier in your conversation can be mitigated. On the left side, write down the risks discussed earlier in the conversation for the salesperson, the company, and the client, writing them in a vertical list with an arrow pointing downward between each statement. This signifies the waterfalls that are the risks associated with timid follow up to cold calls. On the right side of the board, work together to define what mitigating each of those risks specifically looks like, and the actions they must take to do so.
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