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Cold Calling Cold Calling Succeed with THIS Tactic
Questions that plague sales professionals throughout cold call prospecting are these:
An examination of their call transcripts reveals the point at which these sellers unintentionally get caught up talking about what they do and the features of what they have to offer. Once engaged in this kind of discussion the only option available to the savvy prospect is to compare your price to the prices of your competitions. Take heart! All is not lost. There is a way to gracefully redirect the cold call when it becomes price-centered, and there is a way to eliminate those conversations altogether. Successful cold callers open important, new, business relationships by focusing each call on answering the prospect’s unspoken question, “What’s in it for me if I meet with you?” These sales pros make sure every word they speak guides the prospect toward scheduling an appointment, during which that question is addressed. These sellers focus cold call conversations on the benefits and potential value being brought to the prospect. Successful cold callers understand that with this conversational emphasis objections are less likely to occur. Of course objections come up and must be addressed. The important thought is that successful sales pros believe “zero objections” are an indication that they effectively took care of their prospect during the call. Objections serve these sales pros as signals that they have not asked enough questions to guide and inform the prospect. In the event objections pop up, successful cold callers quickly and easily self-correct. They recognize the discussion has shifted from benefits the prospect will receive to the features of what the seller has to offer. Then, they chose to redirect the conversation to focus on benefits and they accomplish this by asking appropriate questions. Benefits focused conversations flow quickly and easily from sellers who cultivate thoughts that create a deep, deep:
These thoughts make it easy for successful cold callers to carry on benefits-focused cold calls that keep every word on track for an appointment. ***** Forward this article to friends. They will thank you for it! For your mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit www.ColdCallingExecutives.com or call New Business Development Coach, Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time) (c) 2008 Leslie Buterin. All Rights Reserved.
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Leslie Buterin, founder Top Dog
Consulting |