How I perfected my cold calling, and it might help you too Sales and Selling |
- How I perfected my cold calling, and it might help you too
- Time to Ask for a Raise
- SDR's - what are your end of the week numbers in terms of volume and percentage converted?
- Crippling fear and anxiety on the sales floor when making cold calls ? How to overcome ?
- Anyone here Self-Employed?
- Leaving my retail sales job for SAAS. Help me not freak out.
- Has anybody actually hired a sales trainer?
- End of the month playlist?
- Would a CIS degree be good for sales or should I change it to another business major?
- Out of college and working in sales for over 3 years now, too old for programs these major software companies do? (SAP, Oracle, IBM, etc.)
- hospital sales?
- Please Critique my cold calling script
- I have an interview tomorrow and need your advice on addressing lack of high call volume experience.
- Dream Job Opened Up... When to Apply?
- 5 Explosive Strategies To Maximize Your Follow Up Results
- Challenger Sale Pitch for B2B Outside
- How to book more demos/appointments?
- Made a deal thanks to the community. Thank you!
- Limting beliefs
- Falling behind, advice needed
- using white pages for cold calling ( health insurance ) ?
- Market Research Background - Considering Sales - Transition Suggestions?
- Management is fighting
- How to find the person at large companies that handles closeouts/obsolete inventory?
| How I perfected my cold calling, and it might help you too Posted: 17 Oct 2019 01:56 PM PDT Hi all! Hope you're crushing it going into December; I know it's a tough time of year. I created a post on how I cold call, and I'd love to hear your tips and tricks too. I understand some may disagree with my methodology, and that's okay. Let's keep it civilised. This Cold Calling Script Booked Me Meetings With The Biggest Law Firms in AdelaideCold calling is a unique weapon in the salesperson's arsenal. I send emails, texts, Linked In messages, and heck, even hand-written letters, but nothing compares to picking up the phone and making the call. It's like bringing a bazooka to a knife fight. Here's my take on a perfect B2B cold calling script which you might find helpful too. Alternative types of communication are all one-way. Through mediums such as emails, texts, social messages and letters, it doesn't require the other person to "buy-in" to the communication. Consider that for a moment. Those contact efforts are easy for the prospect to put-off, save for later, ignore and forget. They definitely serve a purpose, and I believe a great salesperson uses all forms of communication available, but nothing will replace a phone call. Phone calls are a personal, two-way, real-time interaction. I've achieved more in a single call than weeks of touches via other channels. Honestly, while prospects seem "annoyed" at cold callers, they also can appreciate the effort of a human wanting to get in contact with them, especially after multiple attempts. But there is a right way and a wrong way to execute a cold call, and it can be confronting for both the salesman and the prospect. Immediately, people raise their defences when they receive an unsolicited call, so we need to disarm them and instil trust. I'll explain the theories behind each section of my call so you can tailor it to your industry and company. I've conducted a lot of research on how to perfect cold calling, because it's arguably the most important call in your relationship with a prospect. It's the "first date" of the business world, so you'd best impress! The Cold Calling Open/Introduction Hi John, this is Michael from XYZ, have I caught you at a bad time? Let's break this down.
1) It's courteous and shows I respect the prospect's time. 2) A question encourages the prospect to "buy-in" to the conversation; it takes two to tango. 3) When someone receives an unsolicited phone call, their immediate reaction in their mind is negative and hence no, no, no. By asking if I've caught them at a bad time, the answer "no" is actually the positive answer. This isn't a Jedi mind trick, but it often buys you a bit more time to get your point across. 4) Even if I have caught them at a really bad time, the prospect often says "Yes, but can you call back in an hour?" The Reason The reason I'm calling is because we're helping the big law firms in Adelaide with their property valuation needs, and I thought you might be interested too. Then stop talking and wait.
Qualify The aim here is to "investigate" by asking questions. While my hypothesis is that we can help them, I want to make sure they're a good fit for us. There's nothing worse than a bad customer, or wasting time with someone that the product/service isn't going to suit. Using a date as a scenario, imagine if you just talked the whole time about how good you are. Personally, that would be an awkward situation. The typical salesperson (myself included) is a type-A, extroverted personality who enjoys conversing, talking and having a laugh. Our job is to ask questions, and then shut up, listen, and absorb what they tell us. If they say they're interested Great. If I could ask you real-quick, how many family law clients do you have at the moment? On average, what percentage of those would need their property valued? Who do you typically use for property valuations? What's your experience been like with those firms? Sounds like we might be a good fit for you. Lawyers find us useful because we service a bigger area across the state, and we also value all types of property. So we're able to save you time because we're more of a one-stop-shop. If they say they're not interested Oh, that's okay, I understand. If I could ask you real-quick, is it a timing issue or something else? If it's a timing issue, organise a time then and there of when they'll be able to give their full attention, and lock them into a meeting via email calendar. If it's something else, you should have your objection/complaint responses ready. Then, depending on how that goes, you can re-direct to the questions from the "interested" category. Closing on a Meeting I'd love to meet with you and learn more about what you do, are you free sometime next week? Preferably Monday morning or Tuesday afternoon if that suits you?
A better way to make sales scripts While scripts can boost your sales, conversations aren't linear. It can be difficult to work off of scripts on paper, because when you ask the prospect questions, the responses can vary. This is why I created SalesWolf.io, so no matter what direction the conversation takes, I can maintain control and work toward the goal. Conclusion To be a cold calling master, you need to be enthusiastic and deliberate in the words you speak, while engaging the prospect in a two-way communication. Being short, sharp and shiny is effective; don't beat around the bush. Keep the goal of the call in mind and never forget: people do business with people! TL;DR - simplicity, deliberate, short, sharp, shiny, script, questions, listen, close meeting and be an empathetic person [link] [comments]  |
| Posted: 17 Oct 2019 07:03 AM PDT I've been in sales for about 13 years, current company for 6 and half, I've been in entry level sales training for 2 years. I love my job, I still get to sell when I can but the commissions are small for the product we sell. My question is this: I haven't gotten a raise since I started sales training, Is it time to ask for one? For background, just recently the past four weeks I've traveled significantly more than in the previous 23 months. If I should ask for a raise, how much should I ask for? [link] [comments]  |
| SDR's - what are your end of the week numbers in terms of volume and percentage converted? Posted: 17 Oct 2019 07:19 AM PDT I'm looking to find out what everyone is doing in terms of numbers and what your process looks like as well from one SDR to another! [link] [comments]  |
| Crippling fear and anxiety on the sales floor when making cold calls ? How to overcome ? Posted: 17 Oct 2019 08:46 AM PDT I work in software sales on a live sales floor. I get a lot of anxiety about making calls in front of other people. It affects my performance and my ability to pick up the phone. I get distracted by alot of noise which puts me off. Then take forever to prospect. It's all an excuse to never pick up the phone. When i get nervous, i speak too corporate and lack personality on the phone. Which in turn is affecting the amount of meetings/demos I can book. In turn, the amount of business I can generate. I excel in meetings and one to one sales environments, but my lack of cold sales skills with anxiety is affecting me badly. I'm a textbook ambivert. I need your help. Surely there must be others who go through the same. I used to be an Account Manager, so always called existing clients. Moving into new business has changed that to cold calling. I personally prefer new business, but the cold call to set meetings and demos is tough. Its a crippling anxiety. I would love to get everyone's thoughts. Its really holding me back from my true potential. Which hurts the most. [link] [comments]  |
| Posted: 17 Oct 2019 01:35 PM PDT I would love to know what you do! Consulting? How was it getting out on your own? [link] [comments]  |
| Leaving my retail sales job for SAAS. Help me not freak out. Posted: 17 Oct 2019 03:42 PM PDT I just sent my resignation notice to my manager at a retail sales job that i've been with for 3.5 years making 14/hr+Commission (1-2k/mo) for an SDR position at a growing software company where I'd be salaried at 40k+Commission. I have little cold calling experience but my previous employer has been dangling a promotion in front of me for upwards of a year now and it's time for a change. Any tips? Wisdom? I'm confident in my ability to learn this position and succeed but a fear of the unknown has me out on the internet asking for reassurance. [link] [comments]  |
| Has anybody actually hired a sales trainer? Posted: 17 Oct 2019 02:56 PM PDT If so how was it? I'm in B2B cold calling sales. Do you have anybody your would recommend? [link] [comments]  |
| Posted: 17 Oct 2019 09:05 AM PDT What do you guys listen to to get pumped up for the end of the month/end of the Q? I tend to go with some classic rock to get those emails crunched out. [link] [comments]  |
| Would a CIS degree be good for sales or should I change it to another business major? Posted: 17 Oct 2019 05:46 PM PDT |
| Posted: 17 Oct 2019 05:32 PM PDT So I had kind of a non-traditional entry route into sales being that I was a STEM major in college and didn't want to do that as a career. I started my career in Account Management at a software company where I was at for a year, then BDR for 4 months before getting fired, and now on my almost 11th month in another BDR role at a company. I am still in my 20s and I saw a lot of value in these Class Of and Academy programs that companies like Oracle, SAP, IBM, and a lot of the big names in software do. My big goal is to sell for a software giant and that is where I want to take my career, please don't pitch me the startup Kool-Aid. The other value I see is in camaraderie in something like this since I always wanted that in life but had a tough time getting (misfit growing up). On top of that, the opportunity to really learn from some of the best out there in something like this too. Early in my career I had a lot of bad leadership that kind of stalled my growth but I want to be a part of something great with a learning experience from accomplished professionals. Am I too old for some of these programs now? [link] [comments]  |
| Posted: 17 Oct 2019 04:56 PM PDT I just began a new position that is going to require me to sell to influencers who work in hospital settings. Doctors, nurses, mostly discharge planners and social workers. Our hospitals are like fortresses. I need to break in and have no idea how. Has anyone made successes of hospital sales when there is not a great track record of it for the company I'm working with? [link] [comments]  |
| Please Critique my cold calling script Posted: 17 Oct 2019 04:55 PM PDT I work for a Telco and right now we're trying to get current internet customers who aren't in contracts into 3 year contracts with us. this is my cold calling script thus far. HI _, My names C and I'm an account manager at <Company> hows your Thursday going so far? <customer response> Anyways. The reason for my call is I don't know if you're aware, but <company> has recently invested 16 Billion dollars into the province of Alberta. And right now, with this large investment, we're giving back to out committed customers because they are the ones who have made this possible. I' see that you have been with <Company> for awhile now, and we here at <Company> value customer loyalty, so let me tell you what I can do for you, I can bring your _ Internet bill down from "$65 a month to $50, for three years guaranteed. How does that sound? " I would do variations of the ending depending on their services. Thank you! [link] [comments]  |
| I have an interview tomorrow and need your advice on addressing lack of high call volume experience. Posted: 17 Oct 2019 12:41 PM PDT Hello, I have an initial phone screening interview tomorrow for an SDR role. I have a good idea of the questions I will be asked and have done my research. One of the deciding questions will be on my metrics and previous cold call volume. The company is looking for numbers around 80-100 per day. While I have made cold calls qualifying prospects in my previous business development internships it never required those types of numbers because the internships were not based on cold calling. However, I know the general process the company follows is B.A.N.T to qualify leads which is what I follow. I haven't worked with high volume but I know i can do the job. How can I give an answer to this question/pitch without totally disqualifying myself? [link] [comments]  |
| Dream Job Opened Up... When to Apply? Posted: 17 Oct 2019 04:09 PM PDT Hello! I recently stumbled upon an opening in my dream job on LinkedIn. I cant start work until May or June, and I am not sure what to do about it. I don't know if I should apply and just see if they're willing to wait or hiring for future positions, or if that would look bad and waste their time. I do not want to apply and not be considered, or apply and not get it just because of timing. At the same time, I am not sure when this position would open up again and if it doesn't open up in Feb (when I ideally would start applying), then I feel as if it would be a missed opportunity. The job is a Product Specialist. [link] [comments]  |
| 5 Explosive Strategies To Maximize Your Follow Up Results Posted: 17 Oct 2019 04:05 PM PDT I hope you guys are killing it this month. I'd like to share an article that I wrote months ago about the follow up process. (Simple strategies that helped me to DOUBLE my monthly goals by EVERY SINGLE MONTH FOR THE PAST 6 YEARS, SO NO BS HERE.) And bdw I am not a guru/ trainer that had never worked in sales or got his hands dirty in his life, I have been doing this for the last 20+ years and that's how I bring food to the table :) I know you guys are busy but if you find the time I would love to receive some feedbacks! Thanks! To obtain a strong pipeline has to be the # 1 goal of every salesperson; this is vital for you and your company to survive in the long term. Today, I'll talk to you about how to maximize your follow-up activity to create a solid pipeline and to blow up your sales. Have A Purpose Always have a purpose, you must have clear goals before starting to make phone calls, you have to know exactly what goals you want to achieve: How many phone calls do you need to get a quote? How many daily quotes do you need to get a sale? How many sales do you need to get this month/ quarter/year? Having goals will motivate you during your follow up activity. Work On Your Tone Of Voice Your tone of voice is one of the most important factors when it comes to telephone conversations. Make sure you have a pleasant tone of voice. Research shows that 38% of your communication is made up of your tone of voice and 7% from the actual words spoken. If necessary, record your voice to understand what kind of impression it gives you when you listen to the recording. It is also very important that you make sure that your tone of voice is congruent with the message you want to communicate. Do not give up The average sales rep only makes 2 attempts to reach a prospect (source). You must be consistent with prospecting, you need to continuously grow your pipeline. Be sure to contact your prospects as much as possible. Research shows that at least 6 attempts should be made by salespeople to have a successful conversation with the prospects. Realize that your prospect may still be at work, in a meeting, on vacation and so on to try to understand what is the best time to reach them. According to CallHippo's research, the best day to call your prospects is Wednesday, the best time to call is between 4:00 p.m. and 5:00 p.m and the second best time to pick up the phone is between 11:00 a.m and 12:00 p.m. Many salespeople keep calling without ever leaving messages and this is an easy way to lose opportunities so be sure to leave a voicemail and be very concise when you leave it, your prospect needs to understand exactly the reason why you are calling them. Mix your message It is important to be creative when you contact your customers. Some prospects may respond better to some channels than others. Phone calls and e-mails are fine, but there are several other channels you could use, such as social media, text messages, videos, word of mouth and so on. Be positive Do not be scared by the many "I'm not interested" that you will encounter and use these experiences as feedback to improve your approach. Imagine that every "no" is an opportunity for you to improve and succeed the next phone call, imagine having an arrow and aim at a target. The first few times can be demotivating when you miss it, but little by little with practice, you will be able to improve your strategy until you hit the exact center of the target and after a while, it will become an automatic process. Your Prospects Are Gold Always remember: Every single prospect that you have is literally gold and must be treated like it. The biggest mistake you can make (Like many salespeople out there) is to prequalify your prospects. Every single prospect represents an enormous opportunity for profit, for future business, referrals and so on, so be sure to maximize every single opportunity that has been offered to you. DC [link] [comments]  |
| Challenger Sale Pitch for B2B Outside Posted: 17 Oct 2019 09:41 AM PDT I have an interview soon for an outside sales role for a company that focuses on small to medium sized businesses selling a platform service. They told me they use the Challenger method and to prepare a 3-5 minute pitch. I've went through a shortened cliff notes of the book that teaches the main concepts and I plan to read it completely later as i don't have enough time before the interview. Could someone please give me a general example of how a Challenger influenced pitch might go on a cold or semi-warm lead that was provided by a BDR? [link] [comments]  |
| How to book more demos/appointments? Posted: 17 Oct 2019 03:30 PM PDT I know this is a broad question and it varies by product and industry, but what advice do you have for demo/appointment setters? [link] [comments]  |
| Made a deal thanks to the community. Thank you! Posted: 17 Oct 2019 02:10 PM PDT What I love about this community is that I genuinely learn something new from you guys every single day. Around a month ago, I read a post here on the best sales books, and one of the books was called "Never Split the Difference" by Chris Voss and Tahl Raz. Thanks to the technique that the author described in the book, I asked some calibrated questions and labeled their team's fears. This helped me to open the dialogue with the prospect and reveal their actual needs, and I managed to offer them what they were looking for. We signed up a contract earlier today, and I finally made a sale with the company that I've been chasing for more than six months. Thank you very much, guys, for sharing valuable knowledge and priceless insights with the world. [link] [comments]  |
| Posted: 17 Oct 2019 12:34 PM PDT Does anyone have limiting beliefs? Like they are unable to act sometimes because they have a limiting belief that everyone will say no, then what? Also, how does one overcome the thought that they are 'bothering' people, rather than offering a genuine service and help etc? It's overriding in my mind. Then rejection, how do you deal with that? If people don't get back in touch? It's near crushing at times. I'm a business owner so it's really personal..... But still..... Any advice, mantra or guidance is appreciated! [link] [comments]  |
| Posted: 17 Oct 2019 12:27 PM PDT I started angency recruiting 4 months ago with 2 other starters. They are already banging up deals and im still confused and stumbling trying to get a a solid lead. I feel like a failure right now. Anyone ever delt with this early in their career? [link] [comments]  |
| using white pages for cold calling ( health insurance ) ? Posted: 17 Oct 2019 12:01 PM PDT good or bad idea ? is there anyone else that did it and succeeded or i'm just gonna waste my time ? [link] [comments]  |
| Market Research Background - Considering Sales - Transition Suggestions? Posted: 17 Oct 2019 11:25 AM PDT Hey Everyone, I was recently laid off from a small market research firm focusing on transportation after eight years. No hard feelings, it was actually to help me move on in my career. I studied Geographic Information Science in college where I obtained an internship. Over the years I worked from an intern making maps, doing IT, and conducting surveys with respondents to an analyst and project manager developing project plans, leading data collection and analysis, while still getting in the trenches to perform surveys. There was a recent project that our prime was having difficulty with, which was obtaining permission to survey respondents of different shared work spaces. My bosses decided to put me on the project and I was able to study the purpose, come up with a script, and build a relationship with the managers over the phone and through site visits. We gained access to 10 different locations all over So-Cal and completed it on time and within budget. I really liked doing that work. Surveys really taught me how to get people to say yes, but it is not sales, I have never done sales in the form of money exchange. My boss said I would be on her sales team (if she had one), while my other said I would make a killing in sales. Who knows though? I want to try sales, (I like the epic thread this subreddit has) but I am not sure exactly where to start. I have a lot of experience with completing projects, analysis, and working with clients, but not exactly in sales. How would you market yourself with that in consideration? Any general tips? [link] [comments]  |
| Posted: 17 Oct 2019 01:34 AM PDT Hi Guys first of all I love this sub and it gave me a lot of useful tips. But now I need some advice. I am an intern but I am currently creating all of the sales because my manager is not doing the calls but is doing the meetings I make. But the toughest part is of course the cold calling which I am doing all the time. To make it clear I don't mind to do cold calling I like to speak to the business and talk to them. So my manager is only sending emails to the leads and a manager from another division of our company that is generating all the money is not happy in how things are going in our division. He is constantly nagging my manager that is needs to call and not let me do all the calls because I am just an intern. (BTW that other manager created our first launching customers of our division). Now it comes to a place where they are constatly fighting about small stuff and I am just in the middle of all this. At last I need to tell my relation with both of them. With the manager from the other division I have a good relationship he taught me how to do cold calling and learned me the basics of sales. With my current manager I have a good relationship but I have a bit the same feeling about the situation as the other manager because I agree that my manager should also do some calls. Any advice? [link] [comments]  |
| How to find the person at large companies that handles closeouts/obsolete inventory? Posted: 17 Oct 2019 10:22 AM PDT I am trying to sell to the person that handles obsolete inventory, distressed inventory, closeouts, overstock, short-dated etc. and have found it impossible via Linkedin to figure out who actually deals with this stuff. Some org's it's sales, others its supply chain, some have dedicated people. Does anyone have any advice on how to identify the person who handles it? [link] [comments]  |
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