<\/iframe><\/span><\/p>\n<h3 class=\"\">Has anything changed more in recent years than prospecting?  Cold calling a business phone number to sell a potential prospect is a marginal task, at best, today.  Email is a similar task with similar results.  Salespeople who do their own prospecting need an advantage, a shift, in their approach.<\/h3>\n<a href=\"https:\/\/www.sellingpower.com\/2018\/07\/05\/14531\/why-better-prospecting-means-slowing-down?utm_campaign=Sales+Management+Digest&utm_source=article1&utm_medium=07022019\" target=\"_blank\" rel=\"noopener noreferrer\">This Selling Power article<\/a> provides just such an advantage.  The gist of the article comes down to understanding System 1 and System 2 thinking.  First, let’s establish an important aspect of cold prospecting:<\/p>\n<blockquote class=\"\">\nThe customer needs time to understand your words. In the first outreach, the customer is not expecting the call or email \u2013 and must change their mindset from whatever they\u2019re doing to the business solution you\u2019re offering. That shift requires energy.<\/p>\n<\/blockquote>\nCold calls are always an interruption to any person’s day.   Many of the worst cold calls I have experienced have literally jumped deep into a topic that wasn’t even on my radar.  When that happens, my mind switches to how fast I can get off of the call.  The best cold calls hook the potential prospect early and that is due to System 1 thinking built into all of us.<\/p>\n<blockquote class=\"\">\nSystem 1 thinking comes into play when reading large words on a billboard or understanding simple sentences. Customers have the time and energy to engage only their System 1 thinking in the brief span of a prospecting call.<\/p>\nSpeaking fast and loading the pitch with too many numbers and features will burden the listener. It demands they use their System 2 thinking, which is exhausting. What else requires System 2 thinking, according to Kahneman? Filling out a tax form or comparing the value of two washing machines. These aren\u2019t tasks for a quick call. Slow down and simplify the message.<\/p>\n<\/blockquote>\nThink of your Differentiating Value\/Value Proposition\/Value Engine…however you refer to it.  This part of your message has to be tightly worded and impactful.  With that in mind, here is a perfect explanation of why today’s market requires a strong DV message.<\/p>\n<blockquote class=\"\">\nResonance matters more today than ever before. Consider a <a href=\"https:\/\/www.atkearney.com\/strategy-and-top-line-transformation\/the-future-of-b2b-sales\" target=\"_blank\" rel=\"noopener noreferrer\">review<\/a> of more than 1,600 B2B sales professionals, which shows that \u201caccelerated commoditization and substitution\u201d are circumventing the dialogue between the sales professional and customer. Rising above commoditization means bringing customized value to the customer.<\/p>\nWith a slower pace, customers feel more at ease with the conversation. They\u2019re more comfortable offering details that matter. Remember: While the solution might boast many outcomes, keep the list focused on those that will matter to the customer.<\/p>\n…<\/p>\nSlow down with a more mindful approach that simplifies the proposition, clarifies the value, and amplifies your presence<\/strong> in the customer\u2019s world.<\/p><\/blockquote>\n<a href=\"https:\/\/www.sellingpower.com\/2018\/07\/05\/14531\/why-better-prospecting-means-slowing-down?utm_campaign=Sales+Management+Digest&utm_source=article1&utm_medium=07022019\" target=\"_blank\" rel=\"noopener noreferrer\">As they say, read the entire thing.<\/a><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"Has anything changed more in recent years than prospecting?  Cold calling a business phone number to sell a potential prospect is a marginal task, at best, today.  Email is a similar task with similar results.  Salespeople who do their own prospecting need an advantage, a shift, in their approach. This Selling Power article provides just such an advantage.  The gist of the article comes down to understanding System 1 and System 2 thinking.  First, let’s establish an important aspect of cold prospecting: The customer needs time to understand your words. In the first outreach, the customer is not expecting the call or email \u2013 and must change their mindset from… <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2019\/07\/1-important-change-to-prospecting\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"index","bgseo_robots_follow":"follow","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[9],"tags":[232,267,1649],"class_list":["post-52194","post","type-post","status-publish","format-standard","hentry","category-sales-techniques","tag-prospecting","tag-sales-approach","tag-sales-strategy"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-dzQ","jetpack-related-posts":[{"id":1428,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/when-prospecting-be-real\/","url_meta":{"origin":52194,"position":0},"title":"When Prospecting, Be Real","author":"Derrick Moe","date":"February 20, 2008","format":false,"excerpt":"I received an unsolicited email this morning from a niche job board that is really lame.\u00a0 The remarkable offer: I spoke with my Manager specifically about your company.\u00a0 I asked him to help me put together a cost effective trial package that would need to give you a good feel\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1741,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/09\/prospecting-via-email\/","url_meta":{"origin":52194,"position":1},"title":"Prospecting Via Email","author":"Lee Fratzke","date":"September 29, 2008","format":false,"excerpt":"Salespeopel\u00a0are always looking for better ways to\u00a0find new prospects.\u00a0 You don't have to look far to find articles giving advice about this subject.\u00a0 Some common examples:\u00a0\u00a0trying to make phone calls and undoubtedly leaving voice mails are futile,\u00a0call at different times of the day or develop an email marketing campaign to\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1397,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/prospecting-perspective\/","url_meta":{"origin":52194,"position":2},"title":"Prospecting Perspective","author":"Derrick Moe","date":"January 29, 2008","format":false,"excerpt":"I haven't seen this quote before, but it comes from the JustSell.com daily newsletter: \"Every strike brings me closer to the next home run.\" Babe Ruth (1895-1948) American baseball player So much of sales success comes down to perspective and attitude.\u00a0 The Babe's approach would be a good starting point\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1553,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/the-9-second-window\/","url_meta":{"origin":52194,"position":3},"title":"The 9 Second Window","author":"Derrick Moe","date":"May 5, 2008","format":false,"excerpt":"That is how long you have to hook a person on a cold voicemail message according to this article on Salesopedia (my bold): 6 Interesting Sales Prospecting Statistics 1.\u00a0 In a recent survey 95% of salespeople said they can sell - they just need to get in front of more\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1779,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/11\/14-cold-calling-suggestions\/","url_meta":{"origin":52194,"position":4},"title":"14 Cold Calling Suggestions","author":"Lee Fratzke","date":"November 6, 2008","format":false,"excerpt":"Eyesonsales.com has a short article that lays out 14 steps in making successful cold calls.\u00a0 With the lengthening of the sales cycle in regards to the economy, it is important to make sure that your salespeople stay on top of their pipelines.\u00a0 This article has 14 points that can be\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1964,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/an-awful-approach\/","url_meta":{"origin":52194,"position":5},"title":"An Awful Approach","author":"Derrick Moe","date":"March 18, 2009","format":false,"excerpt":"I receive many email approaches each day which often leads to studying each one\u2019s strategy.\u00a0 Here is the opening line from one I received today: WANT TO GROW YOUR BUSINESS? Lazy.\u00a0 Insulting.\u00a0 Those are the first two words that come to mind when I read that opening.\u00a0 I suspect the\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/52194","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=52194"}],"version-history":[{"count":6,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/52194\/revisions"}],"predecessor-version":[{"id":53042,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/52194\/revisions\/53042"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=52194"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=52194"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=52194"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}