In Cold Calling, Prospecting

Cold Calling, Donald Kelly, Donald C KellyHave you ever done cold calling and were faced with a situation that you least expected, or worse, that you haven’t prepared for? How did you handle those times?

Check out this scenario:

I went to this particular website and downloaded their white paper. I received a phone call from one of their reps and they asked about by sales team and he eventually was trying to sell me. I told him I was not the sales manager, but one of the sales reps of the organization. From that point on, he got nervous and practically didn’t know what to do. He asked me if he could email the details to me so I could send it over to my boss and see if they’re interested. And I said yes.

Do you think I really sent that email over to my boss? Heck no!

Do you think what the sales rep did was a good case of cold calling? Double heck no!

So, here are the top 3 things you need to remember and apply when doing cold calls:

  1. Be prepared before you make a call.

Do some research and look up the company. Look at LinkedIn and see if you can look at your prospect’s information and see his/her role within the organization.

  1. Be cool.

Just chill. Relax before you start getting all panicky. Use a script to help you get those words out and have them become your own language so they become a part of you. Internalize the script. Change it according to your particular situation.

  1. Have a plan for the unexpected.

Recognize that you’re going to have objections. Recognize that you may not speak to the manager all the time. What are you going to do when you confront these challenges? What questions are you going to ask? What alternatives are you going to take?

 

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