It can be one of the most challenging parts of sales, but it’s also one of the most important. You might dread the prospect of doing it, but it might also be your ticket to closing some big deals. That’s right—we’re talking about cold calling.
We here at Acquirent know that many salespeople feel woefully unprepared when it comes to making cold calls. To help turn calls into sales, we’ve compiled a couple tips to help steer you in the right direction.
- Do Your Research – This may sound obvious, but too many salespeople just go down a list and make the same pitch every time they call. Take a little time to learn about the company and industry you’re dealing with—even if it’s as simple as searching the company on Google and LinkedIn. Knowing a little about the company or the person you’re calling will allow you to make the call feel less “cold.”
- Ask Good Questions – Too often, in the rush to make the pitch and talk about all the great things about their product, salespeople make the mistake of talking at the client. Treat the call as a conversation, in which you learn about the client and how your product would suit their unique needs. By asking good questions, you not only keep the client on the line and help build a rapport, but you also gain valuable insights that will help you tailor your pitch.
- Adjust – You know the old cliché that says the definition of insanity is doing the same thing and expecting a different result? If your calls aren’t going well, figure out why. Record your calls, so you can play them back for yourself later. Success doesn’t just happen, but is the result of making incremental adjustments to be the best you can be.
At Acquirent, we know that a simple cold call can open the door to a great sale. We specialize in outsourced sales, so if you’re looking to maximize your sales potential, look no further than Acquirent.
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