How To Cold Call Effectively

By Sharon Drew Morgen

Currently sales people use the phone merely as an appointment getter. But the only appointments youll get is from prospects already seeking a solution and they will invariably put up objections and price barriers as they reject solutions that sound similar to the other vendors. So calling to make an appointment will merely get you a protracted sales cycle and heavy competition. Not to mention you will be rejected by 90% of your calls: they dont know you, they already have a vendor or a work-around, and they havent determined their set of decision factors, problems, and policy issues.

Instead, use each first contact to position yourself as a true servant leader: use Facilitative Questions to help them determine how they will achieve excellence.

Small business bankers at a major bank used a Facilitative Question as their opening dialogue when seeking appointments with small business owners. They went from getting rejected 90% of the time and closing 2 of the remaining 10 after 11 months, to making 37 appointments and closing 15 after 2 months.

The FQ was: How are you currently adding new banking services to the ones you already have for those times when you need additional resource and your current banker cant accommodate you?

Start with helping buyers manage their internal issues first.

Video produced by CanDoGo, www.candogo.com. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

Category:

Education

Tags:

• cold call
• sharon drew morgen
• sales
• phone
• facilitative questions
• business
• internal issues

[wrjamescom]

The first contact only shows the victim that the telemarketer is a sorry scum bag and deserves neither business or respect.

[ThisRichChick]

@PunkRockPat it takes too long to see any real profit. cut through the chase majorfinances.info