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We all hate those cold callers who disturb our evening meal but well-placed and wanted telephone calls to interested prospects can really make their day. I’m talking about business to business (B2B) cold calls or telemarketing calls that your prospects and existing customers really want to hear. I mean, how else can we get the message across to people that we:
Ok, ok, the last point I made there doesn’t really constitute a cold call as such but it isn’t really a customer service related call either now is it? It’s what I’d call a cross-over call or a cross between sales and customer services. The call starts with a call to ask how their existing purchase is going, how they like what they purchased, if they need any help with it and then comes the upsell. And if you have a very good, functional sales funnel then you’ll know full well what I’m referring to here. For those of you who are reading this to find out how to sell effectively then there are no real secrets. It just taking proper planning, a smart approach and, most of all, hard and consistent work. You’ve more than likely heard the old cliche – work smarter not harder. Well, I believe in worker both smarter AND harder.
So the right way to cold call is to be particularly clever about it, to listen 80% of the time, your prospects or existing customers wil have problems with their business that you can solve. Just listen and then provide a solution. It’s as simple as that. I think that the wrong way is simply the hard sell, where you batter your prospects into submission with your words until they buy and this does happen. Many would argue that this isn’t the way and the best way to sell your products or service over the phone is to give people times to assimilate the information that you’re imparting to them and really adding value.
Here’s my top 5 ways to sell effectively over the phone: