Look at Your Calls from the Receiving End

Cold Calling  - Looking at your calls from the recieving end

We all know what it’s like to receive a sales call where the seller is ‘churning’ through a script and making exaggerated promises based on made-up figures that have absolutely nothing to do with the reality of your business. If you try to interject with what you are actually interested in, you just get more of the same. You hang up.

It may be that you would have been interested in a purchase if certain benefits to you had been pointed out. So, when calling prospects, don’t launch into your ‘spiel’, but find out how the receiver of the call views your services and what issues they are looking to resolve with it. Every call recipient has different needs and priorities. If you can find out what they are, and only then explain to them how your product and service can meet their specific needs, then you are well on the way to booking that important sales meeting.

Don’t use a script. Keep a list of bullet points with you and adapt their priority as you proceed through the conversation. There is a real person on the other end of the phone. See life from their point of view.