Written By: Danita Bye
A well-directed, thoroughly researched cold call with valuable content will always be a key component of an excellent sales kit and help your sales team to become an indispensable part of your prospect’s business.
Statistics from AllBusiness.com indicate that eighty percent of new sales are made after the fifth contact, but the majority of sales people give up after the second call.
When your sales people make cold calls, the primary goal of the person on the other side is to get them off the phone as quickly as possible.
One of the first thoughts going through a prospect’s mind when they pick up the phone and hear a salesperson on the other side, is: “How long is this going to take?” or “How can I get rid of this person as quickly as possible?
Help your sales team by teaching them how to deliver messages that will move them up the value ladder.
Teach your sales team to find out as much as they possibly can about the company or individual they’re going to cold call in advance.
This gives them the advantage of being able to talk to the client about their business and their needs.
Understanding the client’s key challenges, pains, and obstacles will help your team to formulate a message that has true value.
During sales meetings, most sales managers ask, What was your biggest success this week?
I also encourage you to ask your sales team this question: What was your biggest failure this week?
Then, creatively brainstorm how to turn the failure into success. Come up with creative solutions. That’s how they learn to make better sales calls.
New technology is opening a multitude of creative avenues that can spark immediate interest with your prospects – webinars, text messaging, and personalized gifts.
However, a well-directed, thoroughly researched cold call with valuable content will always be a key component of an excellent sales kit and help your sales team to become an indispensable part of your prospect’s business.
Danita Bye, M.A. is a leadership and sales development expert. She has successful sales…
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