Stepping outside your comfort zone is essential for success in sales, especially when it comes to cold calling. This candid exploration takes you deep into the psychology and strategy behind effective business-to-business cold calling approaches that actually work.
We break down the crucial mindset shift from seeing cold calls as order-taking opportunities to viewing them as chances to help customers become more successful. This fundamental reframing transforms your approach from product-pushing to consultative selling - the difference between asking "Need anything this week?" and engaging in meaningful conversations about business challenges where your solutions offer help.
The strategic approach to cold calling revealed here might surprise you. Your first cold call should focus solely on gathering three pieces of information: identifying the decision-maker, determining the best contact time, and collecting their contact information. That's it. Success isn't getting an order on the first visit - it's establishing the foundation for a relationship. Learn why Friday afternoons can be golden opportunities while other salespeople have mentally checked out for the weekend and discover practical preparation steps that demonstrate professionalism and respect.
Most striking is the revelation that 68% of customers switch suppliers not because of price or product issues, but because they feel their vendor doesn't care about them. This insight leads to the relationship banking concept - you must continually make "deposits" with your customers through attentiveness and service, especially with your easiest customers who are paradoxically the most likely to be taken for granted. The "theory of scattering mice" shows why neediness repels potential clients while confident value-offering attracts them.
Ready to transform your approach to cold calling and build genuine business relationships? This episode provides the roadmap to move beyond comfort zones and into meaningful customer connections.
Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™
Link to my book: Sales Wisdom from a Toilet Paper Salesman
Sales Wisdom from a Toilet Paper Salesman: A Handbook for B2B Sales, Sales Management, Leadership and Life Success: Mirarchi, Michael: 9780692732892: Amazon.com: Books
Link to David Mirarchi's website
David Mirarchi
Link to RJ Schinner Co, Inc
RJ Schinner | Home
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