No Confidence for Sales Calls?
Remember you are in the driving seat!
The first person you talk to in most organisations is the person who answers the main phone number.
They will be far more experienced at handling introduction calls than you are at making them. Don’t assume that this is the easy part of a cold-call or prospecting call. This is what dictates the future potential in this business.
Be Prepared!
Checklist prior to the call
- What do you need from this call? What’s your objective? Prioritise your objectives. Likely that you will achieve only one – start with the top priority and settle for others
- To get an appointment with the decision maker
- To talk to a decision maker in that company. This person will buy from you, and will take a follow-up email (be sure to have your pitch ready, you may get through to them on your first call)
- To get direct phone number and email address for the decision maker
- To send an initial email to info@ – opportunity to confirm the details you’re including the email and learn more about the company. Whose attention should you mark it for etc
Get your head in the game
- Make sure you have Energy and an Upbeat tone in your voice
- Can you give your full attention to the call? No email, web, phone, office distraction
- Have you got your pitch ready, and can you deliver it in 30 seconds?
- Are you ready to listen for the first intake of breath that indicates you need to stop talking?
- Have you a pen and notebook, or headset and ready to type as you listen?
- Are you ready with your pitch if you get put straight through to the person you’re hoping to reach?
- Have your calendar ready – choose a date that you’re aiming to fill with appointments
The first thing you do is listen for the name of the person answering the phone if they give it.
After their introduction – It’s over to you
More to come on what to say, and how to say it.
