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How to train your team to be expert cold callers.
Cold calls can be one of the most intimidating parts of the sales profession. However it does not have to be. The main issues that salespeople get into their mind is that a cold call is an intrusion on a person. This mindset usually causes these salespeople to sound like they do not have confidence in themselves and the product they are selling. Cold calls are simply a gesture to bring a future customer something they may need. Therefore it is not a big deal if they state they do not need the product. There will be times that customers do not want to be bothered by these visits at all. However, taking these types of calls with stride will also be important.
Here is some ways that a sales team can be trained in order to first change their thinking about cold calling, and also become expert cold callers. Open the sales call with success. This means to get from the opening of the door, or answering of the phone, talk to the gatekeeper, and then get to the decision maker. Sounds easy enough. However there are challenges to this. Use these tips to get to the decision maker.
Once you get to a decision maker, the next training needs to be for finding out whom your customer is and what your customer needs. A cold call is for the purpose of getting your product in your customer's hand to help them. Ok, how do you help your customer if you do not know them, or know what they need?Asking questions and listening is the answer. The training needs to have role-playing, and some good question and answer examples. The use of open-ended questions will work well with this part of the conversation.
Any of these questions can open a door to a conversation regarding what Abel Computers can do for Mr. Johnson and why he needs Joes help. Simply by learning to listen, Joe will be able to keep this new customer talking. The longer they talk, the better chance Joe has to get the sale. Assuming the sell. Now this is the part that is a must. During the opening, presentation, and in the end, it is important to train salespeople to automatically assume they have the sell. This means to make comments that sound confident. For example: "When you purchase this product?" Statements like these sound confident that the sell has already happened. Once the sell is complete, do not keep trying to sell the product. Instead use this time to show appreciation to the customer for their purchase, get prospects for future sales, and finally praise your customer for making such a wise decision. With these tips you will be able to help your sales team become confident in their cold calling. This will also help to make your salespeople become cold calling experts.
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