Cold calling has always been a challenging yet fun task for sales professionals all over the world. Some of you might even disagree with me, When I say -It's FUN! ;) Each sales pro has his/her own definition of cold calling. Some of them say it's merely a "volume game", And some people just talk about the math & science of it. - The more you dial, the chances are of more positive results, in return. But hold your thought on that for a moment, and ask yourself one simple question. What exactly is the purpose of a cold call? I mean..Why do you do it...?
Most of the sales reps, I've worked with, They have this perception of cold calling that - The prospect knows, What you're going to talk about. They start with their "all-star" scripted intros- and here's the thing - They approach with this ridiculous tone of voice & hesitation - that it is clearly communicated, though, it's not said out loud. "I know that you know, What I'm going to talking about. Give me 10 mins and we'll talk about it, anyway." I'm not being sarcastic. It's just the way it is.
First things First. Cold calling is not to sell the product. But to sell the idea of your product/service, that would help them address their needs. If not, replacing their current product/service (assuming, you're better, ofcourse). The key here is to get your approach right. It's about warming things up, with your skills to develop an interest & starting things with meaningful talk. Meaningful Talk? Remember the "What's in it for me"? Do a little research. Visit your prospect's website. Begin with how you could position your product/service in a given scenario. Ask them about their current ways of doing things & the PAIN of it. Create an impression of a 'consultant', who's willing to help/assist at $0.00 hourly rate. At this point, It's no longer a 'Cold Call'. Whatever happens next, Is entirely a different story that would take place in your sales pipeline.
To quickly summarize:
- Change your perspective of a "Cold Call".
- Reset your expectations of a "Cold Call".
- Start with being a 'Consultant'. - A solution to the prospect is a sale for you. (You can quote that on Me) ;)
- Always remember, Cold Calling a great 'tool' to sell.
First things First. Cold calling is not to sell the product. But to sell the idea of your product/service, that would help them address their needs. If not, replacing their current product/service (assuming, you're better, ofcourse). The key here is to get your approach right. It's about warming things up, with your skills to develop an interest & starting things with meaningful talk. Meaningful Talk? Remember the "What's in it for me"? Do a little research. Visit your prospect's website. Begin with how you could position your product/service in a given scenario. Ask them about their current ways of doing things & the PAIN of it. Create an impression of a 'consultant', who's willing to help/assist at $0.00 hourly rate. At this point, It's no longer a 'Cold Call'. Whatever happens next, Is entirely a different story that would take place in your sales pipeline.
To quickly summarize:
- Change your perspective of a "Cold Call".
- Reset your expectations of a "Cold Call".
- Start with being a 'Consultant'. - A solution to the prospect is a sale for you. (You can quote that on Me) ;)
- Always remember, Cold Calling a great 'tool' to sell.
Alright! Make it HOT, People...
Cheers,
Muzammil
No comments:
Post a Comment