Teaching old tricks to a new dog.

by | Jan 25, 2021 | Sales Execution

Teaching old tricks to a new dog.

Someone the other week told me that selling via social media, zoom and other digital techniques wouldn’t work for them and they preferred the traditional methods.

I asked them to pick up the phone and call a prospect which again was received with hesitation and further excuses. 

Over the last 12 months the way in which we sell has changed, and we need to adapt.

Whether you’ve jumped onto the zoom bandwagon, or resisting and still prospecting with an old school traditional phone call, you need to be organised with a pre-call plan aimed to deliver your intended sales outcomes.

The person I spoke to had become confused with what was acceptable for salespeople when communicating with potential buyers.

Confusion had caused fear, fear has caused a certain level of hesitation, and their hesitation had taken away their ability to plan for a sales call.

But I’m sure he’s not alone.

Below are some of the other objections I’m still hearing from salespeople and quick solutions to overcome them.

What are the steps to a successful pre-call plan?

When jumping on a call, make sure you take the time to follow some key steps, such as researching your prospect.

Imagine being that person who gets a call from someone who isn’t even sure if you’re the right person for their product or service.

From there, find out who your prospect’s competitors are because when you can explain how their business can beat their competitors it gives a simpler selling comparison.

Finally, know your objective for the call and plan the questions.

If you haven’t yet seen my pre-call planning template, with the ideal questions should be asking yourself, to get you in the right mindset please download it for free, it’s guaranteed to help you get the best out of your call. In it, I give you the ability to write down:


Why – What’s the reason for the call?

Objectives – What do you plan to achieve within the conversation?

Premise – What do you know about your prospect’s situation?

Plan – How do you plan to reach the objectives?

Anticipate – What could go wrong and if it does, how do you react to it?

I don’t know my pre-call plan objectives.

Do you believe your objective when calling a prospect should be to get a sale?

statistics show that 19% of buyers want to connect with a salesperson during the awareness stage of their buying process, 60% want to connect with a salesperson during the consideration stage, and 20% want to talk to a sales person during the decision stage.

If you make 10 calls in one day, you’ll find that each potential buyer will be at a different stage in their buying cycle, understanding that and setting your objectives correctly will allow you to navigate buyers on that call and through your sales funnel.

Can we still cold call in 2021?

For me, the last 12 months has shown the value in prospect calling (cold calling).

You can’t randomly Zoom someone without their consent, you can’t meet them at a networking event held in a hotel or conference centre, and even if you do see them on a zoom network meeting you can’t easily take them to one side for a 1-2-1 chat.

Calling someone still gives you that opportunity to get in front of them.

Admittedly statistics state that it takes on average 5 to 6 phone calls to have a successful cold call conversion rate, but when you tie a prospect calling strategy into other marketing activities such as online networking, or Facebook advertising, cold calling becomes warm calling giving you a greater chance of a conversion.

If you have a pre-call plan outlining your objectives you’re chance of conversion becomes even greater.

What can you do?

Traditional sales techniques haven’t been forgotten and are still very relevant in 2021, even in a highly digital world.

But you can take the best of then and now, and create a modern sales approach to selling, it will increase your prospecting activity and sales conversion twofold.

As part of Plan Grow Do we have an opportunity to help you gain the skills you need to increase your sales over the next 12 months.

Find out more regarding our upcoming courses  and head to our website.

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