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Cold Calling Techniques – So Your Buyers Love You

Cold Calling Techniques – So Your Buyers Love You

Cold Calling Techniques? Really, but I get most of my business from inbound leads, so then why do I need to do cold calling?

And that’s a fair question.

But at some point you’ll need to move that nurtured lead out of the social media play ground, so you can move it on to your sales forecast via your sales pipeline, so he can eventually make friends with your accounts team.

Or, maybe you’ve spotted a firm you’d really love to work with? The fastest way to cut through the noise is to pick up the phone and get chatting.

You might have read about cold calling is dead? That’s the message from by people who are bad at it. Ignore them.

It’s still the number one skill you need in sales if you want to make things happen. Fast.

Especially if you’re looking for an injection of high quality and qualified sales opportunities into the sales pipeline.

Listen, I’ve audited sales functions, in firms that have questionable futures. Lack of new business, closely followed by low sales hunting focus, will kill any business.

Don’t let it kills yours.

Roughly translated, if you’re waiting for your email to ping, your tweet to drive business to your sales pipeline. Your LinkedIn profile to set the world alight. Or your business page to deliver enough business for your firm to consistently grow, alternatively you think existing customers will feed you enough business, well, then you really need to read this…

Cold Calling Techniques For Self Starters

Well, cold calling has changed, but the name hasn’t! Cold calling, and cold calling techniques have definitely grown up as the sales and marketing spheres have merged, so what does that look like now?

Research is Key!

No one needs to be calling a cold prospect any more. It’s the fastest and easiest way to tell the sales prospect that you’re a lazy sales person…

Cold Calling Technique 1: Research all of your prospects and their firms.

Numbers Don’t Matter. Contacts Do!

5 full blown sales conversations per day with a business, the decision maker, the referrer or the influencer will trump 20 calls with low rank juniors who try to convince you they’re the decision maker.

That’s where your research comes in to play…you won’t be easily fooled or distracted and you’ll not be filling your sales pipeline with wanna bees!

But what’s even better?

10 full blown sales conversations!

Cold Calling Technique 2: Don’t confuse an increase in call quality with a decrease in call quantity…do both to be really sales smart.

Quality Matters. A lot.

Stop calling firms where you can see no fit. So, it seems we’re back to research again, BUT, research companies where there is a fit and discard others. Reflect on some of your best customers, are they in a particular niche, sector, industry, location? Are there more firms out there in the same sector, who could possibly use your services?

Cold Calling Technique 3: Always be researching, looking for niches, scanning the industry press, awards pages, news…and try to do it outside of core selling time.

When reviewing your cold calling techniques, you’ll also need to consider the following:

The prospect is expecting to speak with an expert advisor…someone who knows their business, is curious, is able to respectfully disrupt the prospects current thinking, potentially solve a quantifiable business problem using a solution with a robust ROI

The prospect is expecting you to listen to him. Not broadcast. Ask intelligent questions and assess the common ground and value in continuing the conversation in more depth.

Cold calls have a bad rep…with everyone, so get cute about negotiating gatekeepers or even better, avoiding them all together. Use your networks to facilitate worthwhile introduction and warm ‘cold’ calls.

Don’t waste time, because unless you can get the gist of your value to this prospect across in 20 seconds then you’ll likely be on very shaky ground. Creating value fast is critical. Have you got your super fine tuned intro so you’re not the bumbling idiot asking the prospect if they had a great weekend?

Cold Call Techniques – Your Mind Set

Your mid set is critical to your success, so

Welcome the Rejection

Do this because the faster you get to no, the faster you can start to unpack the prospects thinking. Most prospects will say no at least three times before they say yes. And that’s ok, but only as long as you continue after the first no.

Influence and Persuasion

This is no longer about what you say about yourself. It’s about what everyone else is saying about you. Make sure you can name drop, reference and refer to your experience in the industry in a relevant problem solving capacity

Peaks and troughs in your sales performance?

This is a sign that at some point your got comfortable. A sign you didn’t keep up with the research and cold calling, new business development. Maybe you got busy. Perhaps you earned a good bonus. Maybe you lost your cold calling mojo…depending on your sales cycle, this will hurt you. If you want solid stable sales performance then keep up with the research, and with the cold calling and the pipeline filling, because there are no short cuts.

Keep away from the negative people in your sales team.

This is you, living the life you want. Listen to the losers, the moaners and see what that does for you sales mojo.

To set your cold calling, new business efforts on fire, come and join us The Sales Improvement Workshop – run as an open course or in your business as a bespoke course.

You can also book your Free Sales Health Check

Alternatively if you’re looking for a focused new business development b2b sales training course to embed into you business check out TurboCharged Sales.

You can also sign up for our free weekly sales training, straight into your inbox, keep ahead of what your competitors are doing, remain current with whats’s new in cold calling techniques, claim your free subscription to The Advanced Business Achiever 

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

Sales Funnel: How To Fill It With High Quality Sales Prospects…Free Download

Sales Funnel: How To Fill It With High Quality Sales Prospects…Free Download

Filling the Sales Funnel? That’s someone else’s job right?

Sales Funnel Truth.

Experienced sales people and sales leaders know lots of things about sales and how to sell.

But they forget stuff too…we all do.

And you and I get rusty at the things we don’t do regularly, so if you’re in sales then listen up.

Regardless of what other great sales skills you have, and however high up the sales hierarchy you are, one skill should be continually practised and developed.

It’s the skill and ability to fill your sales funnel with well qualified, high quality sales opportunities.

This one of their most important sales skills in the whole sales tool kit

Really? Knowing how to fill the Sales Funnel is that important?

It is!

Absolutely and without question.

Nothing happens until a well qualified, choice prospect is identified with, and the preliminary qualification is undertaken.

Nothing. Not one thing.

Great closers have nothing to close. Account managers have nothing to manage and relationship builders can sit around twiddling their thumbs.

Without the new business executive, the lead generator, the appointment setter the whole sales world stands stock still waiting for something to happen…the email to ping, the phone to ring…

But who really wants to wait…couldn’t it be better to go out there and make it happen?

Whenever you want?

Like today maybe?

I think so, don’t you?

Doesn’t that seem kind of simple?

Of course it does…and that’s what fazes some sales people.

It is simple…much more simple than complex and costly marketing campaigns with the huge risks.

But forget all of that, because here’s the most important thing about new business generation and feeding the sales pipeline.

You can test out a different position every call, you can try different sectors, different job tittles, different geographies, different products, different everything with minimal risk and as a by product of all this you learn almost everything there is to know about your target prospect in your target market.

You get wise!

So your success rate soars!

That’s worth a lot in sales.

You know what it also takes? Hard work, perseverance, wit, tenacity, charm, intellect and ambition. Added to a great customer orientated mindset, a genuine desire to help prospects solve their problems, excellent communication skills and a will of iron.

Now you can see why lazy sales people a: don’t like doing it, and b: are so bad at it.

It’s a special skill.

A valuable skill.

A life skill if you’re serious about a career in sales.

Building a Great Sales Pipeline

This skill, in my view, is the difference between the sales Super Star, mediocre sales pretenders and ex-sales people.

Knowing how to  set about filling the sales funnel, to get the sales pipeline activated and to start the very, very important relationship building, well, the last two activities mean nothing if you’ve nothing in or to put in to your sales funnel.

Being a great sales prospector, a door-opener, a business developer, a lead generator, an appointment setting…whatever you want to call this function, it’s vital at whatever stage of your sales career you’re at.

Plus: being a master of this sales funnel filling skill means that you do have total and complete control over your earning potential.

As a great sales prospector with the ability to create a sales funnel from thin air, you’ll be very highly valued in the sales industry.

And even better, you’ll never have to rely on anyone in sales support ever again, you can use you in-house business developers as the guys that top-up your diary and your sales funnel, not the guys that have to fill it from start to finish…that way disaster lies.

And, if you needed any more proof, then let it be this.

The quality of sales leads that you’ll get as a result of your own new business skill, your own nurturing and development will (typically) outweigh the value of leads in your sales funnel that either come in from marketing or via the inside sales team.

And, don’t even get me started on the value of prospects and relationships you’ll create simply by being good and quick, timely and efficient, proactive and professional, dynamic and engaging in this one very specific and very important area of sales.

Which ever way you look at it…being in charge of creating and boosting your own sales funnel and sales pipeline is the key to earning whatever you want, when you want.

Filling the Sales Funnel and Sales Diary with High Quality Sales Appointments
Generate High Quality Sales Leads and Sales Appointments – Filling the Sales Funnel

Free Guide: To help you improve the quality and quality of opportunities in your Sales Pipeline

Download your free guide on how to generate high quality, well qualified sales appointments now.

It’s your’s…totally free.

And if you only read one thing today, make it this guide…It’s your guide to filling your sales funnel quickly, efficiently, with high quality sales opportunities….hit the link for a free and instant download How to Generate High Quality Sales Opportunities

Make sure you download this free guide today – it’s practical, direct and written for you if you want to increase the number of quotes you generate, fill the gaps in a half-empty sales diary and generally boost your sales funnel with fresh leads ready to progress though your sales pipeline.

It’s your immediate inside into getting a diary choc full of high quality, well qualified, interesting and curious sales prospects…and we all know what that means…quotes, a fuller sales pipeline and a sales target that will never ever keep you awake again.

Your sales funnel and what’s in it, is your highway to sales success.

Create the perfect sales opportunities by carefully selecting the most choicest of targets in your market. research and qualify and get to your critical prospect mass as soon as you can. After that your sales target won’t keep you awake again…ever.

Plus, continually refreshing your sales funnel means you’ll always have red hot prospects ready to convert. Your sales pipeline will have a reached the point of an unstoppable critical mass.

There’s more…

If you want to fast track your sales funnel growth and effectively manage your sales pipeline so you get all the sales you want, when you want them, then just hit the link – I want to SKY ROCKET my sales results…you’ll be glad you did.

Here’s the link. Register for free sales and business development insights. Delivered straight to your inbox every week Advanced Business Achiever.

For further free guides – check out www.mortonkyle.com

And to subscribe to the Sales Improvement Blog – just hit the link

Happy Selling

Carol

carol@mortonkyle.com

0779 002 1885

Sales Training Courses – Monthly – Sheffield

Sales Training Courses – Monthly – Sheffield

Sales Training – Monthly – Sheffield…for you if you’ve ever wondered how high performance sales teams get the sales results they do…

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