Salesmen tend to think of cold calling methods as being alike. The cold calling methods are not. There is the common cold call method that dominates career destruction. Meanwhile it is the optional means of cold calling prospecting that produces sales for salesmen.
The intent of sales cold call prospecting is to create leads for appointments and further information. Then the sales woman or man can explain their products or services where a sale is the goal. Salesmen developing good selling skills even easily fail. The majority of sales people leave selling without ever realizing why they failed. Too many blame it upon themselves.
Freezer cold calling means calling a person that you know maybe one thing beforehand about. For example, a sales woman or man may make cold calls on anyone who has a current home or business land phone. The intent is often to try to get them to switch plans, save money, or upgrade. Is there any existing desire why this person should make a change? If so, what is the emotional reason to do so? Is the salesman talking to the right person that actually can make a decision? If an upgraded system is needed can the person afford to do so now? How much does the cold caller know about the service or product the person currently owns? What is known about the person being cold called?
Recognize the set of sales skills you are operating here is appointment setting and not selling. It can be tempting to try to sell over the phone, but unless you're sitting directly in front of a computerized ordering system with the ability to take a credit card, you're just spinning your wheels anyway. The entire goal here is to just get an appointment. If you're very lucky your company has given you a script. If not, you'll have to write your own script, which may sound something like this:
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