The start of Q1 is both exciting and daunting.
The boss wants more with less, industry verticals and territory assignment rules change, accounts get given and taken away. Even the most seasoned & successful sales people will feel the weight of an annual target & quota looming in front of them. Suddenly cold calling and connecting with prospects becomes highest priority….
Cold calling is something Gungho is totally hooked on; it’s the entire fabric of our business 52 weeks a year. But for many sales people, the prospect of calling cold can baffle and even terrify, especially if you have gotten out of the habit or a total newbie.
With a little gallantry and some helpful Gungho tips, you’ll soon be on the phones.
The first few seconds of the call will determine how the prospect responds and engages with you. Below are a few wonderful habits to stick to during those first crucial moments;
Identify the capacity for conversation – plan and think ahead about what’s important to each prospect, how to best engage and how to build credibility and trust. Don’t get overly hung up about the number of calls you need to make. Measuring activity levels is important (no calls = no appointments) but creating capacity for conversation is what gets results.
Start by speaking clearly and slow right down. Good elocution is a bit old-fashioned, but enunciating your words will set the tone of the call and ensures you are understood by the prospect.
Get ready for the gatekeepers. Switchboards and PA’s will make or break you. Approach them with high regard and appreciation. They just may tell you who the best person is to speak with.
Prospects are busy and they could find your interruption a cause of frustration. Be open and acknowledge the unsolicited call. Never presume that they will be interested in what you’ve got to say. Check if they are the right person to be speaking to, and whether your conversation will be of interest before diving right in.
If you’ve done a good job in the first few seconds, then opening up the conversation should be uncomplicated. Show that you understand what sort of challenges might be on their agenda. Share how your value proposition can go some way to dealing with these. Maximise on their curiosity, listen and respond with open, articulate questions. With a bit of luck, the conversation will start to flow and you’ll secure their interest.
We’d love to explore how we can help you reach target & quota. Do get in touch, we’d be happy to help!