We know cold calling is tough. So make it easier on yourself by avoiding this Cold Calling Don't from telesales expert Art Sobczak of Business By Phone:
Don't send information before the cold call.
Busy decision-makers toss bulging packages of unsolicited literature with letters straight into the trash (or hopefully, recycling). No matter how many times you send that package, they're not going to open it. Therefore, starting a cold call with, "I sent you a letter, didja get it?" almost never elicits a favorable response.
What should you do instead?
Use an interest-creating opening for your next call, advises Sobczak. Here's his example that you can adapt to your business.
"Ms. Bigg, I'm John Brown with ABC Company. My company specializes in (fill in with the ultimate result customers want and get from you, for example, helping garden centers generate more business during the off-season). Depending on what you're doing now, and your objectives, this might be something worth taking a look at. I'd like to ask a few questions, to see if you'd like more information."
Give this advice a work-out this week. You'll be glad you did!
This advice was excerpted from Top Dog Sales Secrets. Art Sobczak is a popular telesales guru. Visit his site at http://www.businessbyphone.com
Showing posts with label phone. Show all posts
Showing posts with label phone. Show all posts
Wednesday, November 7, 2007
Tuesday, August 7, 2007
Cold Calling Demystified
What sales activity do you dread the most? If you're like most sales professionals, it's cold calling. Picking up the phone and talking with a perfect stranger (who has the power to reject you) can strike fear in the heart of even the most confident salesperson.
Fortunately, Wendy Weiss, "The Queen of Cold Calling" (and one of the featured authors in Top Dog Sales Secrets) has outlined 8 strategies to guarantee your cold calling success.
Cold Calling Strategy #1: Make telephone calls
No one will buy from you if they do not know of you, your company/products/services. Every sale has its own cycle. Depending on what you are selling, it could be a short cycle of a day or two, or it could be a long cycle of a year or two. Your call is your introduction and the start of your entire sales process. Without that initial prospecting call, you will not close any sales.
Check out the rest of Wendy's strategies at: 8 Strategies to Guarantee Cold Calling Success
Wendy Weiss is a former ballet dancer who set appointments for clients as her day job. She was so effective, one of her clients dubbed her the "Queen of Cold Calling." The title stuck. When injuries sidelined her dance career, Wendy transformed her day job into a full-time career as a sales trainer, coach and author. Her clients include ADP, Avon and Sprint.
Wendy's the real deal. She has a ton of free resources and terrific training programs on her site. Check it out at http://www.wendyweiss.com/ or e-mail her at wendy@wendyweiss.com
Fortunately, Wendy Weiss, "The Queen of Cold Calling" (and one of the featured authors in Top Dog Sales Secrets) has outlined 8 strategies to guarantee your cold calling success.
Cold Calling Strategy #1: Make telephone calls
No one will buy from you if they do not know of you, your company/products/services. Every sale has its own cycle. Depending on what you are selling, it could be a short cycle of a day or two, or it could be a long cycle of a year or two. Your call is your introduction and the start of your entire sales process. Without that initial prospecting call, you will not close any sales.
Check out the rest of Wendy's strategies at: 8 Strategies to Guarantee Cold Calling Success
Wendy Weiss is a former ballet dancer who set appointments for clients as her day job. She was so effective, one of her clients dubbed her the "Queen of Cold Calling." The title stuck. When injuries sidelined her dance career, Wendy transformed her day job into a full-time career as a sales trainer, coach and author. Her clients include ADP, Avon and Sprint.
Wendy's the real deal. She has a ton of free resources and terrific training programs on her site. Check it out at http://www.wendyweiss.com/ or e-mail her at wendy@wendyweiss.com
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