Cold calling is the hardest of the sales processes to get right. No matter how good you are at selling, cold calling will bring a lot of rejection your way, and that is no bad thing. It helps you to focus the mind on the aspects of the role that you can control, rather than those you can’t. You can’t win them all, but you can make your actions the best they can be.
Focus on the Process – The most successful cold callers are those who can relax, understanding that the foundation they have built with a process of the sale is sound. If you practice the method, over time it will bring results. If you focus solely on making the next call a winning one, you are more likely to fail.
Prepare Well – Those who fail to prepare are preparing to fail. If you know whom the next caller is, conduct some quick research that could help you find a way in. Otherwise, build a loose framework of questions and conversation pointers that will send the lead to the direction of becoming a customer.
Overcome the Modern Obstacles – The modern world has a few obstacles to overcome. Firstly, there is the gatekeeper, usually the receptionist of a business. Learning to overcome this person and get to the decision maker is vital, as is how to effectively deal with voice messaging systems and requests for information via email.
Manage a Pipeline – All of these processes will help you manage your pipeline. Building a large one up is key to being successful, being methodical and learning how to make appointments and have valuable conversations to build long-term relationships with potential customers will help you to do so.
For more sales tips download Overcoming Objections