Cold calls

The other day, I ran into a door-to-door salesperson, and while I appreciate their challenges, I don't excuse the verbal clubbing I received.

Cold calls are very challenging due to the complete openness to the situation. You are not attending a pre-arranged meeting and interrupting someone's day with your presence. For those of you who do this regularly, you have my admiration for the extra challenges you face

HOWEVER

This does not excuse you from using some fundamental techniques when dealing with a customer.

The person who approached me was very confident, which certainly helped, but they failed to take the time to listen to my needs and proceeded with what I can only call a verbal assault on my senses. Within 30 seconds, I checked out. I was no longer listening to what they were saying and was looking for the exit.

Yes, it would be best if you were very outgoing and confident. No, you should never overpower your potential customer with your big personality. Do not forget you are in their presence to find out what they need. You are not there to show them what a voracious talker you can be.

Whether it is a scheduled meeting or a complete cold call doesn't matter. Your chances of creating a sale grow when you follow the rules I discuss in the course.

Tell them why you are there
Ask questions and listen
Determine their needs
Provide solutions
Gain their acceptance
Close

It won't go as smoothly as a pre-arranged meeting; you will have to make some assumptions, but if you follow the process, you will gain their attention with much more success than trying to dazzle them with every product factoid you can think of.

Fill those uncomfortable silences with questions. Give the customer a chance to tell you what they want.

Happy Selling!

Kevin

Kevin Ford

Master Trainer

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