Cold calling is the hardest thing we do in selling, with the highest rejection rate we will face in any aspect of our lives. But it is also essential to our success, so we need to get over out innate resistance. Here’s how to overcome your sales call reluctance.
When a customer is making a major purchase decision, especially for something they buy infrequently, there can be substantial decision hesitation. It’s your job to fully understand all of the customer’s needs in order for them to trust you enough to buy.
If you are reading this, you are a professional salesperson. You learned long ago that truly caring about your customers is your secret to success. So you work hard to build relationships with customers, understand all of their needs and only offer solutions that best fits those needs. Why are many buyers afraid of salespeople?
Does your business call for long-term repeat purchases, up-sells, cross-sells, or referrals? Of course it does. Every satisfied customer (and even some people who liked you but bought elsewhere) becomes a valuable source of more business. So an important part of everything you do is building long-term customer relationships.
Every pitched fastball is a potential home run. And every sales lead is a potential order. Yet back here in the real world, we realize that the actual numbers are far less than 100%. Still, whether in sports or selling, small improvements in technique can result in more hits and more scores. Here are four ways to increase the percentage of your sales leads that turn into home runs.
Most of us don’t sell products that can be closed on the phone; a face-to-face meeting is needed. If this description fits you, you must skillfully engage the prospect in the first moments of your cold call. Only then will your prospect agree to invest time meeting with you.
Your telephone is a valuable tool for many selling situations, enabling you to make the most efficient use of your time. But you cannot just pick up the phone and start talking. Using the phone in selling calls for having a solid plan for the call and being prepared for whatever might take place on that call.
Cold Call Prospecting. For most of us, it is a necessary thing we do. But we far prefer warm leads. And the best warm leads are referrals from our most satisfied customers, who are both the sources of the leads and our best references. Then new customers lead to further referrals which result in . . .