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mr_cheekysmile | What is the best approach or techniques when cold calling? |
To all those who are in Sales |
 |
 
jdkilp
|
The single best opening line is ...
"Did I catch you at a good time?"
If they answer YES, then be prepared to make your presentation in 30 seconds or less. If they say NO, ask them when would be a better time to call. |
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scourgeoftheleft
 |
1. Don't take rejection personally.
2. Smile and have a positive attitude when you walk in
3. State your reason to be there clearly. Don't ask for a minute of someone's time unless you're only going to be there a minute. Everybody asks for a minute or 5 minutes of their time. If you want to ask for time, ask for 2 minutes and 37 seconds and if they give it to you, stop your presentation at that exact moment - even if you're in mid sentance and don't say another word (point to your watch to reinforce the idea that the time you were granted is up). This will loosen up the client and show you're a person of your word - and they'll always let you continue!
4. Do not make your pitch to the secretary/receptionist. She's not interested - but she could be on your side if you're pleasant to her.
5. If you don't know who the decision maker is, ask the receptionist if she can, "direct me to the proper person to see." Most receptionists answer the phone by saying "how can I direct your call" so it's their job to be helpful in this area.
6. If you come across a receptionst that is hard to get past, try calling on the prospect during lunch time or around 5PM. Most decision makers usually take a later lunch and are there after 5PM.
If your objective is to secure a demo, don't go into the call loaded with binders, attache' case and samples. Take a simple brochure with the idea of leaving it for the decision maker. If he/she can't see you - no problem, all you wanted to do was to leave the brochure anyway (and get the person's name and other info for your follow up call). If, however, the person can see you, make a brief presentation using the brochure then secure an appointment for a full presentation. |
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Rus
|
i think the best way is to not ramble on and get to the point. |
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gotmeridindirty
 |
set some goals before you call them, ones that are ache viable. This all depends what you're selling if it's a high value product they are very unlikely to say yes to you over the phone, so your goal might be to secure an appointment with them, or may be for a follow up call with a date and time decided etc. if this is your scenario i always find that people are quite likely to say yes to a meeting/demo etc if you ask them a few questions then say 'it'll be easier to show you this rather than explain, is there a convenient time I could call into your office?'
Always make friends with the gatekeeper - the receptionist the PA etc. as their main goal is to prevent you from getting through to the right person. Never undermine them be open and honest with them and they're going to be more likely to let you through or to pass the message on.
There are also certain words never to use like 'obviously' to them it's not obvious so don't insult them by using that!
Have notes etc ready, if you know you get a certain knock back often, prepare a comeback for that and use it.
Have an opening statement which briefly explains who you are and has 'Are you open to a discussion about this?' at the end as no-one wants to be seen as not being open.
Hope some of these are of a little help to you!! |
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Steve B
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Be prepare for a lot of abuse .. very few people like to be 'cold called'..
... and remember that some people 'retaliate' by wasting the time of the organisation that has 'cold called' them by agreeing to appointments or requesting endless material and samples (via the post) that they have no intention of following up ... |
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Rich T
|
Use an outsourced telemarketing agency. Email me if you want further info. (email address is in profile). |
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wizjp
|
Start by asking the person you are calling for permission to use a little of their time in a polite fashion. |
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jackie m
 |
always be pleasant - smile while you talk to them and when they tell you to fu** off you still have to be nice and thank them for their time - (they don't like it when you say that to them.) Its a numbers game, the more people you call the more chance you have of them saying yes. Don't phone restaurants and cafes or pubs at lunch times. When they tell you that they are on the TPS list ask them to read the 3rd paragraph of the letter from the TPS which tells you that to stop the calls you have to raise a court action and pay for it to take a company to court. DONT ask them for a minute of their time as they always say NO. |
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thebigachiever
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"Warm up" the call.
Firstly, you should do some backgrounds checks to see whether the person you're trying to sell, actually wants the stuff you're selling.
If you're selling weight loss products, you don't try selling to EVERY fat person you see. Sell those you meet at a gym or those preparing for a wedding...These 2 groups of people ALWAYS want to lose weight.
Secondly, listen to this personality training call and you'll learn HOW to spot people's personality within 2 minutes of speaking with them over the phone then you'll know exactly how to customize to suit them. |
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oldhombre
|
Dont bother calling me.
And if you insist, then be prepared for a sharp response.
If I wanted what you were selling, I would go look for it. |
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