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The Cold Hard Facts About Cold Calling

The Cold Hard Facts About Cold Calling

Truth be told, sales is one of the hardest careers to master. Natural charisma and extroversion will only take you so far. If you want to succeed, one must constantly develop their sales skills. It is a constant tug of war between oneself to push forward past the incognito, past the potential rejection (which is often), and past the common phrase, “No, not interested”.

Take it from me, sales is all I really know. I come from a long line of natural-born sales people. My father, my mother, my brother, and my sister are sales professionals, all of them and they are great ones at that. I guess one might say it is in our blood, yet, as anyone in sales will tell you, it takes more than that. Sales is a craft that is perfected only by hours and hours of working on it.

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Cold Calling In Sales

One of the most difficult aspects of sales is the “cold call”. I learned this quite early in my sales career and it really does not get any easier, you just get better and more comfortable with it. Like many things in life, it is all a matter of perception. I used to dread cold calling. It was incredibly daunting, and it made up 90% of what I do! I have always been in a “huntress role” thus, I am constantly in positions where I have to drum up new business. Call lists, drop-ins, networking, and new connections is what I do. I used many different approaches, in many different ways, in a few different roles thousands of times. I have failed, succeeded, lost, and triumphed through the years yet still, no matter how many times I cold called, I could not shake that sinking feeling I had in the pit of my stomach. Although, I fought and pushed through it time and time again, when I stopped to think about it, well, I dreaded it! Then one day, not so long ago, something changed.

Cold Calling Is About Perception

It was my perception. All this time I had been looking at the cold calling aspect of my profession through the wrong lens. My come to Jesus moment is tattooed in my brain, and it went down exactly like this: my little daughter was very nervous about going to summer camp. She had been to camp before, but this was a new camp. She did not know anyone and none of her school friends would be there. She was going in cold. Right away, I sprang into motion because I could relate to her apprehension and her situation so well. As I started my pep talk on how to go right up to people and make new friends, I stopped and looked at her little serious face as she swallowed the lump in her throat and said to me, “But Mommy…they are strangers.” To which I simply replied: “Strangers are just friends we haven’t met yet.”

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And that was it. It dawned on me. If I looked at everything like that with my cold calls, whether in person and or on the phone, my dread and fear would go away! It’s just a causal conversation with a new potential friend. My daughter smiled at me, and as we walked into the camp, she hugged me and said, “I’m going to meet some new friends.”

Important Truths About Cold Calling

It does not have to be that cold

It’s all about perception. Remember my come to Jesus moment? The moment I shifted my mental paradigm to think of people we don’t know as friends we are going to make instead of strangers, that was all it took. When you change your lens, you change your life.

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Don’t be so hard on yourself

I can write a book on this one! Be generous and gentle with yourself. Did one person pick up your call today after your 49th call of the day? That’s actually a win! Did you get one reply to the 32 emails you sent today? Congratulations! Don’t focus on the no’s and the non reply’s. Believe me, it’s counter-productive and will essentially kill your spirit. Celebrate the victories, big and small!

Be real and be yourself

When you think about it, really who else can you be? Be yourself. If you put on a mask or a fake persona, it just won’t come across as real. You will come across as uncomfortable and make whomever you are speaking with feel awkward. You do not need to be anyone but you. People deal with people they like and they can only like the real you. Have fun and enjoy the ride.

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Happy selling!

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Elisabeth Marmugi

Business woman, Domestic Engineer, Writer, and Entrepreneur

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Last Updated on March 31, 2020

How to Use Visual Learning to Work More Effectively

How to Use Visual Learning to Work More Effectively

Knowledge is essential to become successful in life, your career and your business. Without learning new concepts and becoming proficient in our craft, we cannot excel in our chosen careers or archive knowledge to pass down to the next generation.

But content comes in various forms, and because how we learn influences how much we know, we need to talk about learning styles. This article will focus on how to utilize visual learning to boost your career or business.

The Importance of Knowing Your Learning Style

Knowing your learning style enables you to process new information to the best of your ability. Not only does it reduce your learning curve, you’re able to communicate these same concepts to others effectively.

But it all starts when you’re able to first identify the best way you learn.

As a college student, I soon figured out that taking online courses without visual aids or having an instructor in front of me led to poor retention of concepts.

Sure, I got good grades and performed excellently in my online exams. However. I discovered that I couldn’t maintain this performance level because I forgot 80 percent of the course content by the end of the semester.

There are several types of learning styles known to mankind. To give an idea of how visual learning stacks up against other learning styles, here’s a brief mention of some of the different types of learning styles we have.

The four most popular types of learning styles are:

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  • Visual learning style (what this article talks about).
  • Aural or auditory learning style (learning by listening to information presented).
  • Verbal or linguistic learning style (learning that involves speech and writing).
  • Tactile learning style (learning by touching and doing)

But for the purposes of this article, we will be focusing on using visual learning to boost your career or business.

How to Know If You’re a Visual Learner?

When it comes to boosting your career, business (or education), a visual learner is one who would most definitely choose shapes, images, symbols, or reading over auditory messages.

I’m talking about preferring to read an actual map when navigating to a new place over listening to verbal directions. I’m talking about discovering that you actually have trouble remembering what your manager said at the meeting because there were no graphs or illustrations to support the points raised.

Most people who struggle with learning probably aren’t leveraging their best learning styles. The earlier you identify how your learning style can boost your success, the less struggle you will encounter with processing new information throughout your career.

However, visual learning in particular CAN 10x your career or business whether it is your preferred learning style or not. And here’s why:

Several studies have arrived at the conclusion that the brain retains more information with the help of visual aids. In other words, images are directly processed by our long-term memory which helps us store information for longer periods of time.[1]

While some lessons can be performed orally, several concepts can only make sense if you have an image with an explanation of sequences (i.e learning about the human DNA).

Visual learning does use a different part of the brain and visual cues are processed by the part of the brain known as the occipital lobe.

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By engaging more parts of the brain during learning, you’re able to have a fuller understanding of concepts and facilitate better interaction with your immediate environment.

How to Use Visual Learning for Success

Here’re 4 ways to use visual learning to boost your career or business:

1. Bring back the to-do list. Then add shapes and colors to boost productivity.

We live in an age where computers have taken over virtually every aspect of productivity and most human functions. But written lists are making a comeback, and with an endless number of important tasks to complete, having a to-do list of tasks in order of importance can improve your productivity.

While coming up with a list is initially challenging, adding colors and shapes to written lists that you personally write and manage gives you an extra layer of assurance and boosts aids recall so that you actually get stuff done.

I have tried this technique in my work as a registered nurse and discovered that adding shapes and colors to to-do lists helps me delegate tasks, recognize where more work is needed, and makes it easy to cross off completed tasks at the end of the day.

2. Add graphs, charts and symbols to your reports.

Yes, it seems like more work cut out for you. However, graphs enable you monitor the heartbeat of your business.

Graphs and charts help you trend your finances, budget, and pretty much any data overtime. With the help of free and premium software available on the market, it has become easier to take plain data and in a matter of seconds, have relevant information displayed in different shapes and images.

As an entrepreneur, you can make predictions and allocate funds wisely when you’re able to see whether your efforts are rewarded. You can use colors and charts to delegate actions to members of your team and track performance at the same time.

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And when broken down into monthly, quarterly, bi-annual or annual goals, graphs and charts communicate what ordinary text cannot.

3. Effectively brainstorm with mind-mapping.

Mind-mapping is not new but I don’t think it’s been talked about as often as we do to-do lists.

With mind mapping, you’re organizing information accurately and drawing relationships between concepts and pieces from a whole.

Think of a mind map as a tree with several branches. For example, the tree can symbolize healthcare while each branch stands for nursing, medicine, laboratory science, and so on. When you look at nursing, you can further branch out into types of nursing; pediatric, women’s health, critical care, and so on.

It’s an interesting relationship; the more ideas you’re able to come up with for your chosen subject, the deeper you get and the stronger the association.

Mind maps really show you relationships between subjects and topics, and simplifies processes that might seem complicated at first glance. In a way, it is like a graphical representation of facts presented in a simple, visual format.

Mind mapping isn’t only limited to career professionals; business owners can benefit from mind mapping by organizing their online learning activities and breaking down complex tasks into simple actions so that you can accurately measure productivity.

4. Add video streaming to meetings.

What if you could double the productivity of your team members by video streaming your meetings or adding flash animation to your presentation at the same time?

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When you offer video as an alternative method of processing information to colleagues, there is a greater chance of retaining information because we recreate these stories into images in our minds.

For organizations that hold virtual meetings, it can also be an effective way to enhance performance during if people can see their colleagues in addition to flash animation or whatever form of video is provided during the meeting.

Is Visual Learning Better Than Other Learning Styles?

No, that is not the point. The goal here is to supplement your existing dominant learning style with visual learning so that you can experience a significant boost in how you process and use everyday information.

You might discover that understanding scientific concepts are much easier after incorporating visual learning or that you’re able to understand your organization’s value when projected on a visual screen with charts and graphs.

The overall goal is to always be learning and to continue to leverage visual learning style in your career and business.

More About Learning Styles

Featured photo credit: Unsplash via unsplash.com

Reference

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