Cold Calling System

How to Nail the First 20 Seconds ..

Use Cold Calling to Your Benefit

There are simple guidelines that a cold caller should adhere to enhance his or her success in closing deals with clients. These guidelines have served salespeople well over many years. One of the most important is to know the target. That means understanding what role they play in securing the deal. You will need to find out if the target is the person who makes the buy decisions or merely passes on the information to someone else. You also need to get the names right. This is a sticking point that is so basic yet many salespeople will wing it making their ignorance known and compelling many a hang up. But before anything else, you still need to dig deeper and get a better understanding of the cold calling system.

Another aspect of getting to know a target is finding common ground. If you can identify previous complementary clients who you both know then this will be very helpful in making your pitch. As much as two people can be good professional friends, they are also still competitors. Anything that can help narrow the gap in competitive advantage is always welcome. Another tip is to ensure you call early in the day.  This is to help both sides. As a salesperson the start of the day is always hopeful and you are at the top of your game then. For the target, the start of the day is when they are most refreshed and open to discussions.

As you pursue this call, try not to be so focused on securing the sale. You want to persuade your target that the product or service is worth serious consideration and you do not want to keep them long on the phone. Try to secure an appointment in person. A face to face sales pitch is far more compelling that anything you can say on the phone. Make it clear you do not want to take up too much of their time and arrange for a meet.