Guilio Segantini shares how to find ways to make a connection through cold calling.
By Pete Mercer
Cold calling is one of the hardest parts of the sales rep’s job. Even with years of experience, it can be difficult to win over the other person on the call, especially if you are trying to sell something. While there are plenty of approaches to cold calling that can make it easier and more successful, being yourself might seem like a solution that’s a little too obvious.
The reality is that being yourself in a setting like this can be disarming for the other person. Finding your own way through cold calling can be the best trick you could use – whether it’s through a step-by-step script or through a loose sense of humor.
In a recent episode of The Cure…With Scotty and Sully, Scott Adams and Brian Sullivan sat down with Guilio Segantini to discuss overcoming the challenges of cold calling and leveraging your personality to make a connection.
The challenge of cold calls
Segantini said, “Sales is really about asking the right questions. 70% of what you do on a cold call, apart from the pattern interruption, is asking the right questions. I would say there’s definitely a philosophy to that. How can you make the more statistically psychological option in a cold call to get the best option? That’s the kind of philosophy you should have behind it.”
Asking the right questions is critical to the success of any sales call, especially for cold calling. Workshopping your approach to these situations is the best way to ensure that you’re prepared to handle the rejection that often comes with cold calling. Another key aspect of formulating your approach is figuring out the most important piece of the puzzle: you.
Leveraging yourself
We each have our own unique strengths and abilities – you just need to find what you are great at and use it to your advantage. Humor can be a great equalizer if you’re smart about it, and everyone appreciates honesty. Find what works for you.
“Every salesperson will have their way,” Segantini said. “For example, are you a really flat person? It’s just who you are. If you pretend to be me, it’s likely going to be weird. I think the biggest problem is that we see all these sales gurus and we think we need to be just like them, when you should want to take what they do and make it yours.”
The best thing to remember about cold calling is that you shouldn’t take yourself too seriously. There will be wins and losses – take everything in stride and keep the show rolling.
Subscribe to The Cure on YouTube by visiting https://www.youtube.com/channel/UCRAyo2er8xu83w1yqeID7zw