I receive sales calls every day from recruitment companies (thank you Total Jobs!), software companies and many more with the same introduction.
Can you guess what it is? We are all guilty of it?….No?
They all talk about themselves, and for a good few minutes.
And they wonder why we lose interest! It’s boring! We don’t care about who they are and what they have done.
Here is an example:
“Hi Nick, my name is Dave, and I’m calling from X.
X are the largest, fastest growing………blah………blah……..blah………..
………….. and we can completely change the way you work………blah……..blah
(…90 seconds later)
…..so are you the person who looks after….?
Does this sound like you? Come on, we have all done it, and I’m sure a lot of you still are.
I find this the most used ‘bad sales habit’ of new sales staff coming into my sales office team.
I have a different approach that works, and it was proven with my latest recruit.
He got to lunch time frustrated with the amount of decision makers showing him no interest.
I asked if he was using my script?
To which the reply, “Um, yeah, I mean, a bit, errrr… it’s here somewhere!”
“Yes it’s there, under that pile of paper that should be in the bin!” I exclaimed. (I’m not horrible by the way. Just have a system that works and needs to be adhered by!)
P.S. The script is now on the screen within our CRM. Gotta love tech hey!
“Ok, after lunch I want you to use my script. And I promise you your day will end with a smile”.
What was the outcome?
10 positive Decision maker conversations.
What’s the correct way of making that cold call then? It’s simple.
A quick intro sentence followed by a couple of qualifying questions:
“Hi Dave, it’s Nick here from MIB. To be sure I can help and I’m not wasting your time, can I just check….
1. Are you the person responsible for X?
2. How do you do/look after X?
3. Have you ever looked into X?
4. What is the biggest problem you have found with X?
Your questions are going to be slightly different because of your product or service, but you will find that even though these are short questions, you have done two things.
1. Qualified your prospect.
2. By asking qualifying questions you will gain interest from the prospect.
3. Find the problem.
4. Find out what they would like to gain.
5. Then how you can solve the problem and achieve their gains.
The conversation will flow with this structure because you show you care about THEM, not yourself. Plus because you have qualified the prospect, you haven’t wasted both yours, and their time talking about yourself.
Trust me, this script will open the doors.
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