Not yet registered? Create a OverBlog!

Create my blog

How to make successful cold calls

Making successful cold calls is a necessary skill, not just in salesmanship but in business as a whole. Nearly every person in an organisation should learn how to make cold call and know the basics of successful sales calls. In this article, find out how to make successful cold calls.

Know your prospects

Investing time Investing time in knowing your prospects will go a long way in helping you to make successful cold calls. Needless to say, cold calling should not be automated calling nor should it be junk emails and spam.
Know the details Cold calls should not be wholly centred on the product or service that the salesman's company is selling but to the prospect. Hence, it is necessary to take time to know the prospect - primarily his/her preferences, affiliations, position, and likes and dislikes. Most importantly, know his/her complete name and know how to pronounce it correctly.

Start a conversation and not a sales presentation

Starting a pleasant conversation is obviously better than starting a stiff sales presentation. People are naturally skeptic when it comes to salesmen. Thus, it would be better to approach them in a friendly manner first and then try to sell them afterwards.

Be prepared – Know what you‘re selling

Do not be over-confident One of the biggest mistakes a typical salesman does is to believe that he/she knows everything about the product or the service that his/her company offers. While salesmen know the product and service together with technical specifications, competitive advantages and features, these are not enough. In fact, the prospects aren't really interested in the technical specifications, competitive advantages and features of the product or service. Prospects are more interested on how the product or the service can help him/her and what benefits he/she can obtain from buying and owning one. Know what kind of help and benefits you are selling to be on the right track.

Make the prospect feel he/she is important

Take into account the prospect's point of view Another important principle of salesmanship that can also be applied to cold calling is to make the prospect feel that he/she is important. Naturally, people think on their own terms and point of views. Thus, it is imperative that all salesmen learn to think on the prospect's own terms and point of views so that it would be easier to sell them.

Don‘t argue with prospects

Nobody wins an argument, especially in salesmanship and cold calling. If you win an argument against a prospect, you'll definitely lose a sale. Instead of arguing, find points where you and your prospect can agree on.

Same category articles Marketing

How to perform free market research

How to perform free market research

It’s important for companies to know what their prospective customers are looking for and what changes are necessary to stay abreast of other players in the market. All this kind of information requires market research. Nowadays, the internet and search engines, such as Google offer many opportunities for free market research. This article discusses some of the opportunities.
How to forecast sales accurately?

How to forecast sales accurately?

There are many ways that businesses can estimate sales revenue in order to forecast future sales. Those who want accurate forecasting results should use multiple methods of sales forecasting.
Value Line: The facts

Value Line: The facts

Value Line Inc. is an American company which specialises in stock market research. Publishing its investment surveys, on a weekly basis since the 1930s, Value Line represents a well-known and trusted marketing brand. To find out more about Value Line Inc., read the following article.
Cold calling tips for beginners

Cold calling tips for beginners

Cold calling techniques which really work are hard to come by. That is why, to be successful when conducting a cold call, the use of various approaches should be considered.