Important basics when cold calling:
Preparation: Of yourself, environment, product/service knowledge, and your company. Introduction: Getting attention, key connection phrases explaining your purpose. Try explaining what your product or service has achieved elsewhere. Questioning: Use thought provoking questions to facilitate understanding and enable a dialogue - try not to sell or push just yet. Objectivity: Be objective in your call. You do not have the answers all the time. Nor does your product or service. Listen and interpret: Do not jump to conclusions. Try to clarify any areas that are unclear. Inform and recap: Work with the client/prospect to review needs. Clearly Identify Needs: If needs are Identified, underline them and then underline how you can address the needs. Keep notes & CRM updates: Stay current and on top of you client list. The cold call will not be so cold the next time you call this prospect/client. |
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