1. You are persistent, it doesn't mean be a stalker, but believe in what you can do for your prospect! Even though the customer may try to "put you off," do not give up after only one or two calls. In fact the successful cold caller will put their client to be at ease and say right out. Mr/Mrs. Prospect I don't expect to get your business after one or two sales calls! I would like the opportunity to show you why so many companies decide to use us for ... or how we can save you money...
Do not take "rejection" personally, people do not know you well enough to reject you, most of the time they are simply too busy or don't know enough about your product. Know how to sell what you are selling, know how to position your product or service so it answers a specific need of the person you are calling!
* * (Research from Sales & Marketing Executives International found that 81% of all sales made are made in the fifth call or later in the sales process.)
2. Pick ONE item to focus on or one goal for your call. Don't confuse the prospect by talking about a variety of products or services.
3. CONVICTION - Believe in the products and services you sell AND the company you work for. That belief is communicated to your prospects.
4. Offer to be a "back-up supplier" in case the customer's regular vendor doesn't have what the customer needs. This is a non-threatening "soft-sell" approach that I have seen pay off over and over and over again. Or in my case, have a plan B. When someone has A, sell them B.
5. Make the FIRST call just to get the NAME of the decision-maker, then send an introductory letter by fax with information about how you solve problems. In this way you can help turn a cold call into a warm call.
6. After a successful cold call, send a thank-you note with your business card. This is the mark of a professional. It sets you apart from her competitors. A personal thank you note is remembered and appreciated by prospects and customers!
7. Smile and relax! Your smile can be heard over the phone, have a conversation with your prospect, put them at ease. Relax, have fun... humour is a great rapport builder!
Kevin Boyle is an expert sales coach/trainer and the author of "The Secrets to Sales Mastery"
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