Knock Knock Who's There
Many people get into sales and say I hate cold calling. I have been in Sales for over eight years now. Cold calling is the easiest part of the position of sales. What! “The easiest part” you must be kidding. Why is this easiest part?
There is no pressure to sell here. When you are trying to achieve something you should set an objective or a goal. What is your goal when cold calling?
I have one simple goal when cold calling. The cold call is for the purpose of gathering contact information and nothing else. Many sales people and managers expect to make a cold call and get an order during this call. These expectations are unrealistic. I have never understood this. Think about it when you purchase anything in your life. Do you purchase many things the first time you hear about or see it? I do not. I look at the product or services. Then I evaluate the benefits of purchasing this product. Have you ever purchased a car without test driving it? Or a pair of shoes without trying them on to first? If this is how we think when we are buying why should we think that other people are going to throw this same thought process out the window and purchase something you are offering?
When gathering contact information makes sure you get a few items correct. First the correct spelling of the contacts name. You may be given a business card from the company that you are calling but it is not the contact person’s card. Ask the person who is giving you the card for the correct information on the contact.
Always ask when you can contact this person. I recently read a great tip in a book called “12 clichés of selling” that you should word this as follows. Most people ask when there is a “good time” to call. Try asking “when should I not call”. This will open more times throughout the day that the individual will be available.
How this works. When you ask for a good time to call the person may respond well they are really busy all day. I do not know a good time. When you as for a time not to call they say Mr. Jones goes for lunch everyday from 1pm to 2 pm. As long as you don’t call between 1 and 2 you should be able to talk to Mr. Jones.
The cold call should have one objective. If you get further than that then it is a bonus. Remember a bonus is something we were not expecting. When you take this attitude toward cold calling it will be more fun and enjoyable. You will also become more comfortable and competent at it. When you are more competent you achieve better results.
The cold call comes in many forms. Most sales people think of it when we are physically visiting a place of business. In today’s world communication with companies comes in many forms. I have cold called on companies that have a locked door. You can not get in unless you have an appointment. That means you cold call must be done over the phone or even by email. The same principles apply to using the phone and email. Acquiring contact information is the goal, nothing else.
That is why cold calling is the easiest part of the selling process. When you understand what you are trying to achieve you will obtain better results.
Good luck cold calling.
Knock Knock
There is no pressure to sell here. When you are trying to achieve something you should set an objective or a goal. What is your goal when cold calling?
I have one simple goal when cold calling. The cold call is for the purpose of gathering contact information and nothing else. Many sales people and managers expect to make a cold call and get an order during this call. These expectations are unrealistic. I have never understood this. Think about it when you purchase anything in your life. Do you purchase many things the first time you hear about or see it? I do not. I look at the product or services. Then I evaluate the benefits of purchasing this product. Have you ever purchased a car without test driving it? Or a pair of shoes without trying them on to first? If this is how we think when we are buying why should we think that other people are going to throw this same thought process out the window and purchase something you are offering?
When gathering contact information makes sure you get a few items correct. First the correct spelling of the contacts name. You may be given a business card from the company that you are calling but it is not the contact person’s card. Ask the person who is giving you the card for the correct information on the contact.
Always ask when you can contact this person. I recently read a great tip in a book called “12 clichés of selling” that you should word this as follows. Most people ask when there is a “good time” to call. Try asking “when should I not call”. This will open more times throughout the day that the individual will be available.
How this works. When you ask for a good time to call the person may respond well they are really busy all day. I do not know a good time. When you as for a time not to call they say Mr. Jones goes for lunch everyday from 1pm to 2 pm. As long as you don’t call between 1 and 2 you should be able to talk to Mr. Jones.
The cold call should have one objective. If you get further than that then it is a bonus. Remember a bonus is something we were not expecting. When you take this attitude toward cold calling it will be more fun and enjoyable. You will also become more comfortable and competent at it. When you are more competent you achieve better results.
The cold call comes in many forms. Most sales people think of it when we are physically visiting a place of business. In today’s world communication with companies comes in many forms. I have cold called on companies that have a locked door. You can not get in unless you have an appointment. That means you cold call must be done over the phone or even by email. The same principles apply to using the phone and email. Acquiring contact information is the goal, nothing else.
That is why cold calling is the easiest part of the selling process. When you understand what you are trying to achieve you will obtain better results.
Good luck cold calling.
Knock Knock
posted by Philip at 12:21 PM
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