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Becoming a Cold Calling Expert

by SaleBuilder

In today's competitive sales market, preparation is everything. 
Often it'll mean the difference between getting the opportunity
to meet with the decision maker and being able to have a
productive meeting with a prospect.  Pre call preparation can
either be an asset or a detriment to your competitors.  You need
to be able to understand what the prospect wants and have the
ability to embrace their objections.

So, exactly what does preparation all entail?  Preparation
involves doing your homework on the company, planning and using
good critical thinking.  Start by learning as much as possible
about the prospect's company.  Ask yourself basic questions that
will assist you in helping them.  For example, what are their
organizational objectives, how do they see their company
experiencing growth, and what are their current challenges, who
are their competitors.  These questions will allow you to
determine whether they would be a good fit for you as a client.

The most essential piece is getting all the information so that
you can later explain why it makes sense for the prospect to meet
with you.  Doing this shows the client that you are genuinely
interested in their needs, not just wanting to sell your
product/service.  If you play your cards right, it should
expedite the sales cycle.  Gaining early credibility is extremely
helpful in helping overcome objections that may appear.  It is
also valuable to gather any information regarding their current
challenges prior to your meeting since this gives you the ability
to offer solutions when you get together.

Planning and critical thinking before a phone call or meeting
helps set objectives and the means to achieve them.  An example
might be, prior to a management ride along be sure to discuss the
objectives of the activity, potential objections your may
experience and a plan for moving forward.

In addition, prior to a meeting it is essential that the role of
manager and sales person is defined.  Answer the question, who is
going to handle the meeting?  The manager needs to base those
decisions on the salesperson and their personality attributes. 
In order to comfortably prepare, the manager may want to role
play some different scenarios with the representative prior to
the meeting.

In summary, there will be times when planning will not help you
effectively handle the situation, just remember that if you don't
have the answer offer to find out the correct answer for the
prospect.  It is also important to remember to smile, whether in
person or over the phone, people can hear enthusiasm in your
voice and it catches.  By doing your homework, planning for the
call and using good critical thinking skills you'll be on your
way to a successful cold call experience.

Tim Hagen, President of Sales Progress LLC, builds programs to
help organizations increase sales. He has worked in a variety of
industries and has been instrumental in assisting them in
building a strong sales culture. He can be reached at
http://www.SalesProgress.com or 262-240-1077.

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