Will this be cash or charge?
Posted: Mon Jan 27, 2025 4:37 am
Never, ever, forget that you need your people more than they need you. This simple principle separates the ineffective sales leaders and bad managers from the successful ones.Pushing for a Sale on a Cold Call is All Wrong
On a cold call, the moment you begin pushing for a sales, you are finished. Therefore, the key to engaging prospects on cold calls in asking a good opening question that pulls them in.
Imagine you walk into a store you’ve never been in before. As soon as you walk in the door, you’re approached by someone with a huge, insincere smile and a name tag.
Startled, you manage to stammer “I-I’m just looking, thanks.”
“Great! That’s just great! Want me to hold onto your credit card for you while you shop?”
You’d figure out really quick what matters to people at THE STORE, wouldn’t you? It’s not about you; it’s all about the money. Closing the sale.
Your first qualification question should be the least intrusive question that you ask. Why? Your relationship with the decision maker is brand new and you don’t want to appear pushy…instead, you want to appear to be consultative and helpful.
Asking a question like “Are you in the market for a bolivia telegram data new system?” without first developing a relationship is a total turn-off and will result in a quick objection. You come across a a stereotypical, pushy salesperson who cares only about making a sale.
Engage Prospects on Cold Calls with Opening Questions and Statements
On cold calls, you will increase your chances of engaging your prospect, gathering qualifying information, and setting an appointment by slowing down and focusing on the relationship first.
The fastest way to shift from selling to relationship building on cold calls is to ask a good opening question:
I noticed you are a Microsoft Solutions Partner. Does that help you open doors with new sales opportunities?
I noticed that you are using bar-coding in your warehouse; has that been working out?
On a cold call, the moment you begin pushing for a sales, you are finished. Therefore, the key to engaging prospects on cold calls in asking a good opening question that pulls them in.
Imagine you walk into a store you’ve never been in before. As soon as you walk in the door, you’re approached by someone with a huge, insincere smile and a name tag.
Startled, you manage to stammer “I-I’m just looking, thanks.”
“Great! That’s just great! Want me to hold onto your credit card for you while you shop?”
You’d figure out really quick what matters to people at THE STORE, wouldn’t you? It’s not about you; it’s all about the money. Closing the sale.
Your first qualification question should be the least intrusive question that you ask. Why? Your relationship with the decision maker is brand new and you don’t want to appear pushy…instead, you want to appear to be consultative and helpful.
Asking a question like “Are you in the market for a bolivia telegram data new system?” without first developing a relationship is a total turn-off and will result in a quick objection. You come across a a stereotypical, pushy salesperson who cares only about making a sale.
Engage Prospects on Cold Calls with Opening Questions and Statements
On cold calls, you will increase your chances of engaging your prospect, gathering qualifying information, and setting an appointment by slowing down and focusing on the relationship first.
The fastest way to shift from selling to relationship building on cold calls is to ask a good opening question:
I noticed you are a Microsoft Solutions Partner. Does that help you open doors with new sales opportunities?
I noticed that you are using bar-coding in your warehouse; has that been working out?