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Casual Articles - Cold Calling For Sales Leads - 5 Things to Increase Your Chances
Posters are one of the earliest forms of advertisement. They derived their name from the posts (dividing roads for general public and the horse carriages) to which paper pamphlets using lithographic stone printing were pasted. Posters have been used as a means of visual communication, advertisement and propaganda. They help in creating awareness, inspiring people and mobili
#4 Prepare
Okay, so you’ve made the controversial and often contentious decision to outsource your customer support operations to an external call center. Before closing this all-important deal, there are a few steps you should take to ensure that your business is getting the quality and flexibility it deserves.First of all, it’s important to ask where your support calls will b
There’s no point ringing hairdressers trying to sell software. Target those companies that you stand a good chance of making the sale with. It’s the ‘there’s been a fire in the area’ and you sell smoke alarms. Watch out for new industry policies or law, look through news items and compile a good list – then research it and the person you’ll need to speak with.
#2 Set Aside the Time
Cold Calling can strike fear into sales people, for no good reason. Set aside 2 hours with a 15 minute break. Make sure that you will not be distracted or disturbed during this time. You’re going to be generating business and ultimately making money – so focus.
#3 Have a Specific Aim In Mind
You’re probably as guilty as me when it comes to this. Sales people are hungry for business by nature and it can be tempting to go for a sale quickly. Your prospects are likely to be wary so it’s a case of 1 peg at a time. Go for a series of qualifying questions and an appointment. Treat the appointment as your sales close. Your questions shouldn’t be exhaustive. You need to qualify that the person can do business with you and will make an appointment to explore those opportunities with you. You can’t be weak though. Depending upon what you sell, asking ‘if we satisfy your requirements is there any reason you can see (feel/hear – use your NLP) from what we’ve discussed so far that you wouldn’t feel comfortable placing your business with ABC Company?’
#4 Prepare
Over the years I have reviewed a large number of business operations. Following are a few of the major mistakes businesses make in their business operationsRedundanciesMost businesses, large and small, have too many things they do over and over which sap time away from being more productive. For instance, there are still business people who
#2 Set Aside the Time
Cold Calling can strike fear into sales people, for no good reason. Set aside 2 hours with a 15 minute break. Make sure that you will not be distracted or disturbed during this time. You’re going to be generating business and ultimately making money – so focus.
#3 Have a Specific Aim In Mind
You’re probably as guilty as me when it comes to this. Sales people are hungry for business by nature and it can be tempting to go for a sale quickly. Your prospects are likely to be wary so it’s a case of 1 peg at a time. Go for a series of qualifying questions and an appointment. Treat the appointment as your sales close. Your questions shouldn’t be exhaustive. You need to qualify that the person can do business with you and will make an appointment to explore those opportunities with you. You can’t be weak though. Depending upon what you sell, asking ‘if we satisfy your requirements is there any reason you can see (feel/hear – use your NLP) from what we’ve discussed so far that you wouldn’t feel comfortable placing your business with ABC Company?’
#4 Prepare
Sometimes, it's just great to be in business! I step back for a moment, the floor is swept clean, a cool breeze runs through the studio, the finishing touches have been made on a big project which is ready to deliver and the bills have been paid for the month!It's a rare occasion, but there really are times when all the hectic hustle and bustle of commerce and deadli
#3 Have a Specific Aim In Mind
You’re probably as guilty as me when it comes to this. Sales people are hungry for business by nature and it can be tempting to go for a sale quickly. Your prospects are likely to be wary so it’s a case of 1 peg at a time. Go for a series of qualifying questions and an appointment. Treat the appointment as your sales close. Your questions shouldn’t be exhaustive. You need to qualify that the person can do business with you and will make an appointment to explore those opportunities with you. You can’t be weak though. Depending upon what you sell, asking ‘if we satisfy your requirements is there any reason you can see (feel/hear – use your NLP) from what we’ve discussed so far that you wouldn’t feel comfortable placing your business with ABC Company?’
#4 Prepare
An objection can be looked upon as sales resistance, and without it you cannot expect to make a sale – just as in electricity, you cannot expect to have current flowing from one end of a conducter to the other without resistance.Making a sale is like driving a car from A to B, where you accelerate and decelerate according to the road conditions. If the car were lifte
#4 Prepare
Communicating VS Creating ValueSales forces have justified their existence by communicating the value of their products and services. If a sales rep communicated product/service information and functionality to customers, the conventional thinking deemed those actions as value creation in the selling process, because the customer was educated and learned how t
#4 Prepare Your Opening Statement Properly
There’s no excuse for not doing this right – you shouldn’t be picking up the phone if this isn’t right! Let’s say your company specialises in the integrity of computer data and you’re targeting a company who has just announced its expansion by moving to bigger offices. Once through to the correctly researched person your opening should be along the lines of ‘Hi John’ (always use a first name), ‘It’s James Kent from ABC Company and I’ve just read that you guys are expanding and moving into new larger offices. My company specializes in computer data and hardware transfer to ensure zero loss transfer. I wanted to speak with you and see if our services may be something that you would need. I know it’s recently been announced but have you considered this area of your move yet?
#5 Evaluate Your Work and Track Your Results
Learn your ratios – properly. Analyze why you get an appointment and why you don’t. Listen properly to the people you speak with. What are the common objections? How can you answer them? What makes you different not cheaper than the competition? You’ll find certain vertical markets have similar concerns – crack one and you’v
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