COLD CALLING - STAYING ON TRACK

1.) Capturing your prospect’s attention. Start your process here. You should have a few strategies for capturing your prospect’s attention. Using their name is always a good way to capture their attention. So is paying them a compliment. Only after you have captured their attention can you venture to mentioning who you are and asking for a moment of their time. By the way, asking if they have a moment is a qualifying close. You are asking permission to move forward in the sales process.

2.) Offering a reason for the call, usually tied to a benefit that is of value to them. You should also have several reasons for the call per industry that you are targeting, easy enough to discover from your past customers. Refrain from product centric or company centric reasons, such as “we specialize in…” or “we focus on.” Keep your reasons prospect- or client-centric. A good way to keep this in mind is by starting your reason for your call with a statement like, “Our clients tell us…” followed with the benefits your clients have gained from doing business with you.
 
3.)Asking for the next steps. Asking for the next steps is simply another conditional close asking permission to continue to the next stage in the sales process.

Note * How far you go in the call will depend on your sales process and your product. If your next step is to schedule a lengthier phone call or conference call to ask questions, ask for that. If you next step is to get in front of the prospect, set up a face-to-face meeting. And if your next step is to ask them a few qualifying questions, ask them if they have time for a few questions.

Note * When participants in our programs ask for a cold calling script, they typically want some format to present their products or services as quickly as possible because they don’t want to spend the time doing the research before calling their prospect. It’s a lot easier to simply focus on their company, their products, and themselves and use it on every prospect they contact.

However, if you want to impress your prospects, show them that you care enough about them by focusing on what’s important to them, not on what’s easiest for you.
Focus on developing your communication skills, enhance your awareness, and increase your flexibility in handling multiple situations. You’ll find that you will become less dependent on scripts and work more with developing an opening framework for your sales process.

If you are interested in learning more abou t how Montari Brooklyn can set appointments for your company and sales team please visit us on the website at www.MontariBrooklyn.com or call us at 1-855-We-Sale-U.  "We Sell U! / We Get U Sales!"