Cold Calling is Not Selling

[sami]

Engage Prospects on Cold Calls with Opening Questions and Statements
On cold calls, you will increase your chances of engaging your prospect, gathering qualifying information, and setting an appointment by slowing down and focusing on the relationship first.

The fastest way to shift from selling to relationship building on cold calls is to ask a good opening question:

I noticed you are a Microsoft Solutions Partner. Does that help you open doors with new sales opportunities?

I noticed that you are using bar-coding in your warehouse; has that been working out?

You can also grab attention with an opening statement that is all about them.

I read recently that you just won Toyota Manufacturing as a new account. Congratulations. That must be huge!


Cold calling is NOT sales. It is for qualifying and opening ebay database opportunities to set an appointment.

It doesn’t matter whether they are in the market for what you sell or not. Your objective is to identify a future buying window so that you’ll be there at the right time when they are in the market.

To be successful, you need to leave your sales hat at the door. You aren’t trying to sell anyone anything. You’re trying to find out whether or not there is a way you can help this person. In order to know that, that person has to tell you what sort of help he or she needs. And before he or she tells you that, they have to trust you first.