"Cold calling" The first is a painful struggle.
But this is a positive and productive experience with changing the mentality and "cold calling" the new way.
To demonstrate what I mean, here are 7 cold calling ideas that even the experts do not know.
1. Change your mental objective before you call
If you're like most people, the cold-calls, there is a eenspettarez sale - or at least an appointment - vóóru also pick up the phone.
The problem is that people can somehow always return to your state of mind immediately.
The feeling is that they are about your goals and interests, but rather than find what they need or want.
This short-circuits the whole process of communication and trust.
Here is the advantage if your goal mentaletif, before calling the mentally razernijfree to opt for the phone.
All feelings of rejection and fear of us, our expectations and our hopes for a sequence when it is too early on to find a solution.
So, try this. Your mental focus to thinking: "If I ask, I want a conversation, so that a degree of trust that was established in May, informazionis exchanges back and forth, so that possiamo dispositionss'il is good or not."
2.. To understand the mentality of peoples that you are calling
Tell opuw office, and you are.
The phone and someone says "hello, my name is Marc. I'm with Financial Solutions International. We offer a wide range of financial solutions. Do you have a few minutes?"
What happens in your head?
Probably something like this: "Uh-oh, another seller. I'm into something verkauftsa. How this person over the phone?"
In other words, is actually more than "hello" and it has definitiv lost.
During the "old concept of" cold calling "- the traditional site of who you are and what you have to offer, all the sales gurus have for years - you trigger the negative" seller "of stereotypes in the mind of the person calling you and that means immediate rejection.
I call it "The Wall".
The problem sold, not what you sell.
This is an area that is not taken into account in the world of sales.
We'ves all an education to try to ensure the prospects for a "yes" answer to the first call. But what is the pressure to sell.
But if we learn to understand and really nellaspirito the person is called, it will be easier to view the wall.
E 'that the fear of rejection and "cold calling" frightening.
On the other hand, worry about the language that the people involved, not the language
Price limit the amount of waste.
3. Identify a problem, you can
We have learned that if you have a conversation with a prospect, we need to talk about us, our products and our solution. Seguee, we hope that the kind of person who has a connection with what we said earlier. Right?
But if you live up to their solution or possibility is a fundamental problem that it may be, we are talking about you, not them.
And that is a problem.
Outlook for the useconnection, if you believe you understand their problems before talking about solutions.
When people feel understood, and not to muro.Essi open to discuss with you.
Here is an example from my personal experience. The release of The Game as a new sales approach. If I call Vice President of Sales, you never would ichBeginnen with "hello, my name is Ari, I'm with Unlock The Game, and offer the latest technologies in the areas of displacedb, and I wondered if a few minutes to talk now. "
Instead, I can not even pick up the phone without primaindividuare one or more problems that so often that the VPS with their sales team. Problems, Unlock The Game to be resolved.
For example, a common problem estlorsque sales team and dealers to time after the party absichtlichzu not buy.
Let me start with the question: "You are the issues around the sales team to lead without the Absicht to buy? "
Thus, two or three most important problems that your product or service solve. (Avoid generic problem phrases like "cost" or "increase revenue." They are too vague.)
4. Start a dialogue, not the presentation
Return to the goal of a cold call, which is a dialogue prospects in an interview.
Let us not a person for a yes or no. And "the old method of" cold calling ".
This new approach cvecchia appeal is for the people in conversation. The way you can with a friend. This may also, if it is worth your time to talk more.
NJam The key point to consider is that your prospect should buy what you offer, even if it is 100 percent fit the profile of the Kundenund perfect. "
If you think that the assumption that prospects will turn to the wall and go as you cordially.
De Avoid the assumption thateverything to make a sale before the call.
For one thing, you have no idea whether prospects can buy what you have, why do not know about them prior to their decision-making and budget authority, etc.
If you sell something on the first call, you can not the institution. Questo is the biggest problem with the old "cold calling".
Stay focused on opening a dialogue and determine whether it is wise to use.
5. Startn with the core of the problem of the problems
If you know what problems, if Jeo know what to say when you call. The simple. It starts with "Hello, my name is Ari. Maybe you can help me for a moment."
What is the reaction when someone tells you?
Probably, "Sure, how can I help?" or "Yes, What sonoavete need?" This is how most human beings are born with a set in a relaxed manner. It is a natural Reaktion.
The thing is, if you ask for help, you can also tell the truth because you have no idea whether or not, you can help us.
This is the reason why these new aanpak is based on honesty and sincerity. That is the reason why you are in a good place to start.
If you have the answer: "Yes, how can I help you?" Eha not responded to the introduction or in a place you have to offer. Instead, go right onnuclear issue, whether it is a matter of perspective.
Then you say: "I'm just a phone call to see if people are difficult (and the key word here is" taken ") from a problèmeronduw sales team and prospects that seem to have no intention to buy?"
No passport, no introduction, nothing about me. I have dettoctement in their world.
The purpose of my interrogaziist to the conversation and develop enough confidence to feel with a single call.
The old method of "cold calling" advises ask many questions to learn more about the prospects of the company and the "connection". The problem is that by this Act Hommen. They know that jehebben for other reasons, then you are against the wall.
These ideas can esserer to ask your position on the first, because dieVersuch, on the basis of what we know about our solution is so important in our thinking.
If you continue, butyou can learn at their own solution to a problem that can articulate the potential of using their own language.
And here lies the secret of the construction of confianceles interviews. And "the missing link in the whole process of" cold calling "Thijen.
6. Recognize and Diffuse Hidden charges
Hidden sales pressure makes that the wall can take different forms.
For example, "enthusiasm", the message that we assume that Sie is the right perspective. What can the pressure on the mobile phone perspective.
You should be able to people in conversation. Think about how a call for Vriend. Let your natural voice, calm and relaxed ... negligent. If you show the enthusiasm of the first call, is likely to be hidden, that sales pressure triggers dieIhre prospects to reject you.
Another element of hidden pressure is to call and go to a "next step".
The moment you try, your perspective in your distribution, there is a good possibility that you "Disable" your prospect is ready to share with you the details of their situation.
It is important to the conversation naturbondgenoot and benchmarks or control points, if you are, it is in a position to judge whether there is a correspondence between you and the person to talk to Himen.
7. Determine a Fit
Now that you called, and it is good, with good dialogue back and forth. To a natural conclusion ... and what happens?
In the old way of cold calling, we panic. Noicredo the chance to try to sell or at least a date.. But it does put pressure on the prospect, and one is in danger, or the wall again.
Here is a step that we lose most people when they are cold. Once they recognizen, that the opportunities to solve, but we begin to think, "Well, that is to say that I'm concerned."
What they do is not to ask: "This is a priority pourvous or your organization to solve, or is something on the back burner for a while?"
In other words, even if it is found that the two it is more of a problem, it can be adjusted, you should try to solve or a priority. Sometimes there is no budget, or is not theright time. It is important to note, months later, because you regret not knowing earlier.
The compilation of pieces
Have you ever demande then the "numbers game" concept come from?
He came from a person who has been dismissed, and the boss says: "Call someone else."
But with the new method of "cold calling", that is not the number of people who should diewerden. Abwat you say and how you are.
Remember sich in the definition of insanity is to do the same, but it is expected that the different results?
If you are using the old methods of "cold calling", "You can go to the pains of growing verkouvert.
But if a new approach and learn to release the pressure of the first application of cold, experiencing much success and satisfaction that you are really doing business, the successful sale of BeytWeede your imagination run wild and "waste"from your vocabulary ever.
