ASK FOR THE ORDER! The term salesperson is NO MORE because we are now called consultants. And this means that we need to embrace a consultative approach to selling and make solution-based recommendations. Engage your prospect with engaging questions, uncover needs and make recommendations! We've included a few examples below:
Here's what I suggest that you do..then ASK FOR THE ORDER!
Based on our conversation, I recommend..then ASK FOR THE ORDER!
This is the direction that I think is best for you..then ASK FOR THE ORDER!
When you get shut down from asales prospecttry being very candid with them and ask for their help. Turn the tables on them and say, "I understand that you're not interested, but I really think that I can learn a lot from you. (First name of prospect), being in (List their industry here), do you have any suggestions for me about what I could say to another prospect to create enough interest for them to possibly do business with me in the future?" This might get your "notinterested"prospect to speak more and perhaps earn you a follow-up call with them or you can use this newfound information for your next cold call.
When making cold calls you should be logging each call made into a contact management system such as Salesforce.com or ACT! In your notes and for each prospect call it's important that you detail what you said toopen thesales call, what was said in conversation and finally, the result or outcome of your call. These notes will help you to really understand the effectiveness of your scripts.
"What's in it for me?" This is the "one question" that every prospect is thinking as you interact with them on the telephone. You need to think about this question before you startpounding that telephone for new business!
Speak with other successful salespeople at your company or in your industry to see what makes them successful. Ask them what kind ofquestionsthey ask when interacting with their sales prospects. Use this information when putting together yoursales scripts.
After every sales call that you make write down the sales objections that you hear and try to come up with possible responses. After a week or so you will have a laundrylist of responsesto each objection that you hear!
You can also apply the above technique to questions that you ask that result inpositive responsesfrom your prospect.
Try focusing your telemarketing calls on asingle industry. Why do this? This is a great way to really understand your prospect's industry so that you can bring information that you have learned on one call and apply it to the next. Buyers like to speak with salespeople who really know their stuff and this is a very strategic way to get in the mind of your prospect.
Subscribe to publications in your industry and that of your sales prospects. If you rather not spend money on a subscribtion then sign-up for theirFREE newsletteror at least visit their website.
How much do you reallyknow about your product and/or service?Could you answer any question asked by your sales prospect about what you sell? Much of your cold call success is dependent on how well you know what your selling. This means you should anticipate any question that your prospect may ask before you even get on the telephone. The more you know the more you will sell!
Copyright 2007 MR. COLD CALL SEMINARS - All rights reserved.
Behind The Scenes With Mr. Cold Call™
Mr. Cold Call™ is aworldwide sensationand claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily, Successful Fund Raising and Advantage Magazine. He has written over 65 articles on cold calling, developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include: