Secrets Of Successful Cold Call Selling
Many salespeople who are required to do cold calling as a part of their sales strategy or job have a struggle to be super effective in turning these calls to appointments or sales. Whether you are a direct salesperson performing direct sales on individuals or calling upon companies, the following technique will work for you. But you must practice using it so it flows smoothly.
In approaching a home, office or telephone contact the most important thing is to get favorable attention right away. Most salespeople start out with announcing their name or what it is that they are selling. Or they ask how the prospect is feeling today.Wrong! Following is the right sentence to start with.
" Hello, I am Susie Salesperson with XXX Company and I wonder if you could help me out? What I am trying to do is (here talk about your sales objective) and I was wondering if I could take a moment to explain it to you. If you are not interested I will leave/hang up but if you see the value in what I offer I will be glad to stay and show you how ( now tell the benefit). Is that fair enough"?
If you are approaching the receptionist or gatekeeper in a large organization, the following is appropriate.
" Hello, I am Susie Salesperson of XXX Company and I wonder if you could help me out? What I am trying to do is (here talk about your sales objective) and I was wondering if you could tell me who is the person I should speak with. I know they were not expecting me but I would like to make an appointment or at least leave the right literature and follow up. Is that fair enough? Who should I contact and can you put me through to him/her now"?
Remember, people are taught to be wary of unknown salespeople. However, people are always eager to help someone. If you ask for help, rather than going on and on about your product or service, you are more likely to get a favorable reception. Try this out on your next sales calls. I am sure you will be surprised at the conversion rate of your calls. Turn your cold call into hot calls!
John Houghton is a true sales professional who has helped many salespersons achieve their career goals and increase their income dramatically. His new ebook for those aspiring to becoming a true sales professional can be found at his website http://www.easysalesprofessional.com
Source: http://ezinearticles.com/
Added: May 4, 2008