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How to generate more leads from few cold calls - Inside B2B pre sales experiences

You are likely under-achieving if you incorporate any of the following when implementing your cold-call presentations:
(i) mention a word about your product or service, or respective benefits
(ii) incorporate value-proposition language
(iii) talk about ROI, or how your target’s competition saved lots of money or improved efficiencies

One of research shows that incorporating this type of language at very first interaction, immediately sends the red, fatal flag that this is a sales solicitation.

* You are not soliciting your prospects to attend a sales call. Not a chance. You are inviting them to attend a research-based briefing that contains compelling information that is educational and relevant to your target buyer. The fact is that your targets are much more apt to attend a briefing that contains research that is relevant to their profession, than they are a sales call.

** When there is no opportunity, I simply thank the prospect for attending the briefing and document the results. Where there is opportunity, we schedule a definitive next step meeting with a date and time certain and begin the sales cycle in earnest.

***Never tell something like this one in your beginning of conversation:***
- Is this a right time to talk ....?
- Do you have a minute .....?
- Are you free to talk now and so on .....?

Most sellers make it easy for their targets to say no by including “easy out” statements in their first sentence. I think you also have felt that getting targets on the phone is difficult enough as it is. Please, don’t provide them with an easy escape after this!

* You only get business today and tomorrow if you are adding value to the client. Value is always from the customer's viewing point. Why should the client open their wallet to give you money instead of the competition? Answer: Only if you are adding value to the customer by helping them achieve their goals in ways much better than they would have ever imagined. "What is my value proposition ?" should always be ringing in the salesperson's head.

*** The most important part of cold calling is to manage objections with excellence. This is the area where 90% of folks fail to cross over. ***

Regular objections like, “I don’t have time right now…” “Can you email me some literature?...” “We don’t have budget for anything like that…” should not be interpreted literally. These statements are usually code language for “You haven’t proven to me that there is value in spending time with you on the telephone…” And I usually start my conversation from then and there itself. In fact actually selling start when customer says NO and something like above.

This post first appeared on Megatrendz, please read the originial post: here

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How to generate more leads from few cold calls - Inside B2B pre sales experiences


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