Four Cold Calling Problems

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Information about Four Cold Calling Problems

Published on October 31, 2013

Author: AAyuja

Source: slideshare.net

Description

This presentation identifies four major problems that occur during the process of cold calling and provides solutions on how to tackle them.

Four Cold Calling Problems That Bring You Cold Sweats Visit us at www.aayuja.com for more *Via Marketing Donut Disclaimer: This presentation and the information provided here is indicative in nature and should not be treated as views of the organization. Meet Goals, Beat Competition, Exceed Expectations AAyuja © 2013

1 A poorly planned pre-sales process Understand the sales process before the cold call. It's important to know the source of the lead. Have they come through advertisements or web enquiry or through data collection via market research? what happened prior to the call you’re about to make? compare that to what should have happened! If the prospect has come through an advertisement then you can filter the response based on the advertisement message. Filtering is an effective way to reach a warmer enquiry early. Without filtering you'll end up with more irrelevant responses and more rejections.

2 Poor handling of initial enquiry Most companies spend on lead generation processes and campaigns. When enquiries comes over the phone, does the person who takes the call know everything about the campaign? Is he/she well trained to handle the enquiries and convert them into sales? When enquiry comes be prepared about the product/service offered, understand how your offering fits with the prospects situation Probing questions are important in sales to uncover the client’s needs, motivation and desire. During enquiry, the call should be in control of salesperson to win new business and customers.

3 Wrong (or no) focus during the call Before making cold calls or follow up calls it’s essential to visualize the outcome from the call. Call structure should be designed keeping the needs of the customer and your objective in mind. Are you trying to make an appointment from the call? A sale? Trying to get the prospect to visit you? A conference call? What specifically are you trying to achieve? Calls without objective are like kites without strings! These kind of calls drift away from the sales rep’s control and clients get the impression that there is no clarity in the call. As a result they would want to get rid of the call ASAP.

4 Lack of sales confidence “confidence is battle half won” A lack of confidence in any element of the sales operation can be a source of lost sales — something most businesses can’t afford at the moment. Sales rep get confident when they’re thoroughly prepared to handle the sales right from product knowledge to handling the objections/ rejections from clients. If the salesperson is not confident enough about the sales activity it’ll lead to ineffective calls, lost opportunities and ultimately lost sales. AAyuja Internal and Confidential © 2012

4 Lack of sales confidence “confidence is battle half won” A lack of confidence in any element of the sales operation can be a source of lost sales — something most businesses can’t afford at the moment. Sales rep get confident when they’re thoroughly prepared to handle the sales right from product knowledge to handling the objections/ rejections from clients. If the salesperson is not confident enough about the sales activity it’ll lead to ineffective calls, lost opportunities and ultimately lost sales. AAyuja Internal and Confidential © 2012

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