How to train your team to be expert cold callers.

Here is how to train your sales team to become expert cold callers, in five easy steps.

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.

• Introduction "Hello, this is Joe with Able Computers. Is John in?
• Who are you talking to? "He is not in, this is his wife"
• Are they the decision maker? "This is John, how can I help you"
• If it is a gatekeeper, you need to make a polite non-intrusive request to get to the decision maker. "Hello Mrs. Johnson, I was wondering if I might speak with Mr. Johnson or maybe you can help me?"
• At this point you will know if the gatekeeper is also the decision maker, if the decision maker is in, or if you need to work harder to get to the decision maker. "Mr. Johnson is not available, but I can help you." Or "I am sorry you will have to speak to Mr. Johnson, one moment please."
• Ok, now you are going to get to the decision maker.
• If you do not get to the decision maker, you will need to call again.

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.
Here are some sample questions.

• "Mr. Johnson, How often does your family use their desk top computer?"
• "What do you use your computer for?"
• "Do you feel that your computer takes care of the computer needs that your family has?"
• "What type of computer and internet connection does your family use?"
• "Did you know that Abel Computer can increase the speed and visual performance of your computer and the functions you use that computer for?"
• "What type of computer games does your family play?" What type of applications and tools does your family use this computer for?"

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?"
"You will love this product!"
"Will that be cash or charge today?"
"Would you like any accessories with this purchase?"

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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