Month: December 2016

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The Top 10 Rules Rich Cold Callers Know…

The Top 10 Rules Rich Cold Callers Know…

Cold Callers:

In a world that’s awash with information, then B2B Cold Callers have no excuse for mindless dials. Yet still I’m getting cold calls. 5-6 a day.

Whilst I’ll fight the urge, for the moment anyway, to name and shame those firms spewing money down the drain because of their cold calling strategy, I do wish they’d wake up to sales 2.0.

Whether you’re a manager running a team of cold callers or a cold caller yourself, consider the following and let me know how you get on:

The Top 10 Rules Rich Cold Callers Know…and you should too!

  1. Don’t be a like all the other Cold Callers. In fact, don’t be a Cold Caller at all.
  2. Research your prospects before you call them. Research their industry, their profile, their remit and their peers in their firm and their peers outside their firm. Rich Cold Callers will do this research outside of core selling time. Or as I call it BET (Bonus Earning Time)
  3. Don’t try to sell via email. Spammy emails that take 5 scrolls of the screen to digest will get past scroll 2 before being ditched. Rich Cold Callers work their network to generate referrals, introductions, common purpose and word of mouth references, and written endorsements.
  4. Don’t use generic sales pitches. Rich Cold Callers add value. They add huge amounts of value to any sales interaction. Proper value. Industry insight. This means they grab and hold the prospects attention faster and for longer…this is where poor Cold Callers make their biggest mistake.
  5. Ask difficult questions. Rich Cold Callers want to know they are dealing at the the right person, at the right level, at the right time, with the power to make things happen.

  6. Qualify fast. Rich Cold Callers don’t waste time. They don’t waste time with the uninterested, the blinkered, the comfortable or those without vision. They spend time with prospects where there is mutual respect and value to be exchanged.
  7. Don’t stalk the uninterested prospect. Rich Cold Callers will spend a lot of time engaging with highly qualified sales prospects who can buy. Poor Cold Callers will talk to anyone, about anything.
  8. Display, radiate, exude high energy. Rich Cold Callers play, all in.
  9. Welcome rejection. Rich Cold Callers know the fastest way to get to yes is to get the first no out of the way. They work hard to get the objections out in the open and to explode any rejection…so they can get on with the real job of selling
  10. Work a sales system of prospecting, nurturing, progressing prospects though a well documented sales process, maintaining a tight sales funnel and sales pipeline. They’re not afraid to ditch dead prospects and they don’t treat all business leads equally.

It’s Up to You…

Being a Cold Caller can be the worst job in the world, the endless rejection, the Groundhog feeling. But, guess what? If that’s what you expect, that’s what you get…

It can also be the best and most rewarding job in the world…if you’re GREAT at it.

That’s where you have the choice. It’s a choice.

What’s Your Decision?

Be like all the others, or be a pro! Make the job your own. Get good at it.

Out Smart others doing the same…it’s not tough.

If you’re in Sheffield and you’re looking to up your cold calling play – check this out.

Based outside of South Yorkshire – check this out

If you’re based outside of the UK – check this out

Or if you want a chat to discuss your sales performance and what’s stopping you getting the sales results you need – call 0779 002 1885 or email carol@mortonkyle.com for a confidential chat.

Happy Selling

Carol

p.s. Think about it like this, why have a trudging, mediocre cold calling function, when out performing the market is so achievable?

p.p.s. And, if you really want to totally avoid cold calling the check these guys out – www.canddi.com can show you who is on your website, when and what they are looking at – hit the link to take a look, you can also book a live demo.

Don’t be a cold caller!

 

Why Your Buyer Turns Cold When You Start Selling…and what you can do about it.

Why Your Buyer Turns Cold When You Start Selling…and what you can do about it.

Business Development – Fly or Die?

There is no getting away from it, unless you are in a very specialist market, new business development and new business is the life blood of any business.

No matter how good your business is, if you’re relying on simply servicing existing customers then by definition your business may be exposed, over exposed some could say, to competitive forces.

So, for many, the skill the business displays in the field of new business development may fully dictate the value, growth, profit and market share of the business.

There is a clear and direct relationship.

Firms that are typically great at generating profitable new customers, generating new business, continuous new orders, and who can keep those customer happy and free from attack by competitors, by definition will enjoy greater business success.

So, if you or your business, are not getting the business results you want, need or feel you deserve, then take a look at the business development skills, focus and direction within the business.

10 Reasons Your Buyer Turns Cold When You Start Selling

Here are some of the reasons your business development efforts might be repelling buyers, instead of attracting them.

  1. You’re selling too hard, too soon, without fully understanding the buyers position.
  2. Your sales pitch is generic, lacking the nuanced detail required to convince the buyer you can deliver.
  3. The sales process and presentation you use is confusing, lacks flow, and/or is illogical, which just confuses the buyer.
  4. Your solution solves some of the buyers issues and concerns but not ALL of them.
  5. You don’t ask for the business, which means the buyer is again left confused.
  6. When the buyer asks a question, you act like it’s an objection and get defensive.
  7. You talk too much, and therefore don’t listen to what the buyer wants, simply assuming you know what he wants.
  8. You lack discretion
  9. Your sales pitch is neither educational, entertaining nor challenging, and so the buyer is no better off for talking with you
  10. You spend your pitch defending your firms position against competitors instead of detailing your expertise in a specific niche

Any one of the above can switch your buyer from hot to cold very quickly, how about if your buyer experiences a whole handful? Imagine the impact then.

Don’t Be a Business Development Disaster

  1. Take time to get to know your buyer, do your research
  2. Asking good quality questions is one of the key ways to make sure you and the buyer are on the same page…and stay there
  3. Take the buyer of a journey of exploration, challenges and insights – be a sales person of value
  4. Make sure you don’t start selling until you know all of the issues, concerns, challenges, buying stages, decision makers, budget, timescales and politics…
  5. Alway ask for the business. Always, even if it’s only an in principal yes. Likewise always ask for commitment from the buyer for the next stage
  6. Treat all questions, objections and comments as if the buyer is asking you to help him understand. This changes your mind set, your language, your attitude, your body language and your manner. From no on there are no such things as objections, only statements that seek clarity
  7. You talk for no more than 20%, the buyer talks for at least 80%
  8. If you are going to name drop, be very very careful about the details you disclose…
  9. Be an expert in your industry and be an expert in what your solution can do for your buyer, in his industry to solve his specific problem
  10. It’s your job to create such a pitch that your buyer sees you and your firm as a highly valuable partner/asset and one without competition. Acting to defend your position against competitors tells the buyer you’re scared

Business Development Summary

  • Don’t be just like every sales person that knocks on the buyer’s door.
  • Find a sales process that works for you and work it.
  • Be an expert in your field.
  • Understand that every single customer and buyer is different
What Next?

There is a whole world of skill in being a great business development expert.

You’ll find success comes easy, and the good news is, you only need to learn the skills once.

If you’re based in Sheffield or Yorkshire, then check this out – The Sales Improvement Workshop.

If you’d like your own specifically tailored sales improvement workshop – hit the link Fixed Price Sales Training

For a confidential chat about how to unlock the sales potential within your sales team, the contact details are below, call or email to book your confidential chat

Happy Selling

Carol

carol@mortonkyle.com, 0779 002 1885

p.s. if you’re serious about boosting your business development efforts then join us here. Totally free, no spam and you’ll get sales and business development insights straight into your inbox. Every week. Just hit the link The Advanced Business Achiever

Ready commit to being the ultimate sales and business development professional? Check this out TurboCharged Sales – the business development program for ambitious B2B sales professionals.