Cold Calling

Pasted below are some of the tips regarding cold calling!

As we all know lots of such tips listed by specialists are available over the net but we hardly get time to read such stuff ! Invariably these can change the way we look at things!


“Cold calling is simply advertising done by sales reps” says Chaeit.
With your new view of cold calling as advertising in mind, you should focus your cold calling goals a little differently. One of the surest ways to get frustrated in sales (and an ulcer) is to take responsibility for things that are beyond your control as a sales rep. You really cannot control whether the person you are cold calling needs or wants your product

What you can control is how many cold calls you make, and the quality of your techniques while cold calling..

Here are six proven techniques you can use to turn your cold calls into hot sales:

1. Analyze your fear. Fear is simply an anticipation of negative results. Once you understand this, you can turn the adrenaline fear produces into a positive motivator. Rather than thinking about the rejection you might experience calling a stranger, think about the potential business you could gain by making the call.

2. Develop a target market. The key to effective cold calling is identifying the right prospects before you call. Rather than randomly selecting names from the phone book, target individuals who have an interest in your product or service and the money to buy it.

3. Know what the prospect wants. Prospects aren't interested in what your product or service is (its features); they're interested in what it will do for them (its benefits). That's why it's critical you talk in terms of benefits. Will your product or service help the prospect make a profit, reduce costs, save time, improve productivity or attract more customers?

4. Use a script. Once you have your prospect's attention, ask specific questions to learn more about what your prospect wants and how you can fulfil his or her expectations. Chaiet asks prospects if they're concerned about personal safety, want to increase their self-confidence in threatening situations and would like to learn techniques to protect themselves. "I speak from a list of prepared questions," she says. "It gives me confidence, lets me concentrate on what the person is saying [instead of what I'm going to say next], and helps me direct the conversation in a fairly organized manner."
5. Be a good listener. "Listen more than you talk," advises Chaiet. "This way, you find out what the person's needs are rather than simply telling him [or her] all about your product and how wonderful it is." You'll also score big points with prospects by not interrupting and by asking relevant follow-up questions to clarify or acknowledge what they're saying.
6. Accept "no" and go on. Not everyone wants or needs what your company offers. Don't take rejection personally; just proceed to the next call. Says Chaiet, "Your success rate definitely increases as you make more and more cold calls."