It's that time again! The one week - two week time scale you arranged has come quicker than expected, and the heat is on!
The fear, disbelief and lack of confidence is washing over you in one hideous wave.
What are you going to do? Avoid the phonecall? Completely waste the last 5 minutes spent talking to that now prospective client?
Want a tip?....... Deep breath, dial the number and believe that you are not an hindrance to this client, you are an opportunity waiting to happen, an inspirational source to his business, and go your guns! When I say this, I mean, believe that you are now talking to someone who needs your business, and believe me, this will really make a difference to your call.
When I really want to make a sale, of any description, and I feel fire in my belly, I always stand up?! There is to date, no rhymn or reason to this, other than the fact that I feel more free walking around and in a way having more control when selling my service. You are able to be more expressive with you hands and general body movement. I have progressed and closed my sale many times while pacing my working environment and being comfortable in my surroundings.
Remember that success isn't, and shouldn't, be monitored on initial results. Strong working partnerships should be based on many sectors, excellent communication being the most important.
Make your call, make your next objective. Sending literature and agreeing a follow up call in a weeks time to discuss your product in more detail. Making an appointment and meeting face to face, or discover that this client is not right for you now, in 3 or 12 months time if at all.
The results from all of the above will educate you in the marketplace that you are within and will allow you to grow within this environment.
If the above still has you shaking in your boots! Let someone else wear out their carpet with your sales calls, contact Keane Communications, where as you know we make every conversation count!
Monday 30 April 2007
Monday 26 March 2007
Cold Calling - Are you SCARED!
Cold Calling - Are you SCARED?
I've been working within the Sales Industry for over 10 years and have never understood the hang up people have with Cold Calling. I have often heard people commenting that it terrifies them! My initial reaction, is how can this be? It's just about picking up the phone, or knocking on someone's door and presenting a product or service that you know inside out, or feel passionate about, what's the PROBLEM?I love contacting new people and building a new working relationship, which then leads to a sale. Selling isn't about initial call success, how many calls you make per day, per week or per month, it's about making quality and informative calls in a concise and interesting manner.It's about educating yourself that this call is not the make or break of your sell, it's about researching whether your product or service is relevant for them. See... that seems easier, you are the decision maker.If your not relevant to a client, move on and continue your search.Never punish yourself for not making that initial sale. Always make a call with 3 objectives in mind and as long as you achieve one of these before the end, the call has been a success.1. Correct contact and decision makers name / department etc.2. Current supplier information if relevant, their business concept, can their business work with you, (now?, 12 months time? etc)3. Company literature to be sent, therefore naturally giving you an opening for your follow up call, or an appointment.If you organise yourself by rescheduling calls and recording strong notes, you will find that your sales confidence will grow. As you know, that might not be everything you need, but it counts for a lot!If you still feel petrified, by the above and require any assitance with promoting any feature or benefit within your company, let me know, because I love it! and at Keane Communications we make every conversation count!
draft
by Rachel Keane
06:25:00
1 – 1 of 1
I've been working within the Sales Industry for over 10 years and have never understood the hang up people have with Cold Calling. I have often heard people commenting that it terrifies them! My initial reaction, is how can this be? It's just about picking up the phone, or knocking on someone's door and presenting a product or service that you know inside out, or feel passionate about, what's the PROBLEM?I love contacting new people and building a new working relationship, which then leads to a sale. Selling isn't about initial call success, how many calls you make per day, per week or per month, it's about making quality and informative calls in a concise and interesting manner.It's about educating yourself that this call is not the make or break of your sell, it's about researching whether your product or service is relevant for them. See... that seems easier, you are the decision maker.If your not relevant to a client, move on and continue your search.Never punish yourself for not making that initial sale. Always make a call with 3 objectives in mind and as long as you achieve one of these before the end, the call has been a success.1. Correct contact and decision makers name / department etc.2. Current supplier information if relevant, their business concept, can their business work with you, (now?, 12 months time? etc)3. Company literature to be sent, therefore naturally giving you an opening for your follow up call, or an appointment.If you organise yourself by rescheduling calls and recording strong notes, you will find that your sales confidence will grow. As you know, that might not be everything you need, but it counts for a lot!If you still feel petrified, by the above and require any assitance with promoting any feature or benefit within your company, let me know, because I love it! and at Keane Communications we make every conversation count!
draft
by Rachel Keane
06:25:00
1 – 1 of 1
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