Cold Calling - 6 tips to convert the suspect to prospect

Cold calling is the integral part of any sales job and it is also the most dreaded and daunting task for most of the sales professionals. However if it is done correctly, it is the most powerful and effective sales tool. Below are 6 tips which might help you in your cold calling.


1. Be Polite, be professional: Never rush into your telephone presentation, instead start with a professional greeting and allow them to participate. Example : "Good Morning Mr. Kumar".

2. Be ambiguous while introducing your product: Introduce yourself and the company in a very polite and diplomatic manner. For example: We are a Bangalore based company that specializes in helping Hotels like yours getting more bookings. Don't be too specific and never talk about your product because this will allows them to say, "Ohh we are happy with what we are doing" and hang up. So always be ambiguous and keep your prospect on the line longer.

3. Be thankful for their time: Make them realize that you are thankful to them because they are giving you the time. Example - Instead of saying that I will take only 2 mins you should say that "This will only involve a moment of your time so you can get back to your busy schedule

4. State the Purpose of the call: Now here you need to be little equivocal while defining the purpose of the call, its always better if you can provide the purpose within a question. For example, "If I can tell you the way to increase the bookings at a lower operational cost would you be interested?" Try to get their permission to provide them more information. Remember, "you are not selling the product yet - you are selling what your product will do for them".

5. Getting the appointment: Never ask for the right time, instead take the control of getting the appointment. For example, instead of saying when we can meet to discuss this further? You should ask for the timing like, "Mr.Kumar, can I come to your office at 2:15 PM? Or would 9:45 AM tomorrow better suit your schedule? Asking for the time gets you noticed.

6. Follow Up: Before going for the appointment, send the confirmation message immediately. And keep it short and sweet.

Cheers!!

Happy Selling
Location: Bengaluru, Karnataka, India

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