Cold calling is expensive and usually fairly ineffective… however it still has to be done. Many salespeople still go in and pitch rather than knowing how to ask questions to uncover needs and wants. Even worse they do it at the wrong time.
“Most sales reps make cold calls basically when they feel like it. And that’s too bad, because scientific research reveals that timing may be even more important than technique when it comes to cold calling success.”
The BNET site’s blog post (see link below) tests our preconceptions about the timing of our cold calls and then provides ’scientific facts that can help salespeople double or even triple cold call success rates’.
Truly a great free resource that as I said includes a great quick test for yourself (or your sales staff)
Something every salesperson should read!
http://blogs.bnet.com/salesmachine/?p=4114
(copy and paste to your browser) ITS WORTH A LOOK
Ric’s cold call tip: If you need to prepare a script (something many so called sales trainers/advisers will tell you to do) then you’re not ready for the cold call. Scripts are crutches for those that don’t understand or know their product’s features, advantages and benefits well enough and more importantly don’t know enough about their prospects business. Don’t sell, listen! The only way to make your way to a sale is ask questions and then LISTEN to the answers.
Looking for a sales job do your sales resume on the free blank resume form.
Tags: cold calls, sales calls, sales pitch, sales resume, sales training, selling, selling skills, successfull selling
Rick
I disagree – a script for calling is all important.
Your call must have some structure, otherwise it will come across as amateur and unprepared.
I have done quite a bit of cold telemarketing, and find that once I write a good script and then refine it over a few weeks my sales go up and I beat most of the others in the office !
But you must deliver it in a relaxed friendly manner and not just read it from the script
Thanks for the comment… if what you’re doing is working for you, stick with it
Ric
The Ten Commandments Of Employment… 1. If it rings, put it on hold. 2. If it clunks, call the repairman. 3. If it whistles, ignore it. 4. If it’s a friend, stop work and chat. 5. If it’s the boss, look busy. 6. If it talks, take notes. 7. If it’s handwritten, type it. 8. if it’s typed, copy it. 9. If it’s copied, file it. 10. If it’s Friday, forget it!
Work is too serious joke a little!