Cold Calling Tips
No one wants to pick up the phone or open their email to a rant about YOUR company, how YOU are a great rep or what YOU have done.
The most used word on phone call is "I". Why is that? because people are selfish and they care most about themselves. How to drum up a conversation? you ask people about themselves and what they're interested in and the ball will be rolling. People are interested in how you can help them. period.
Don't be a Nancy Know-it-all to your prospects!
Instead... when I pick up a cold call, I want to know how you can help ME achieve MY goals. How can your tool help me turn MY org into being 10% more efficient? How can you help my team with your best in breed SaaS tool?
Get to know your client/prospect and understand that in most cases, the KEY QUESTION AREA you need to dig into/come back to after you've uncovered pain is "how is this affecting your business? What is this inhibiting you from doing". (As the sales process goes on, the 2nd and 3rd level questions are the most important to winning the deal)
But you can't uncover pain if you're berating someone with what YOU do and how YOU do it and why all of these OTHER companies love you - that stuff is important. Absolutely! But building a relationship has got to come first.
Focus on your prospect and get to know their day-to-day challenges. What's working for them, what's not? How can you be helpful in their pursuit to better their business?
See how the focus shifts there?
Be curious. Be a good listener. Be authentic. Build build build those relationships on bricks of honesty and communication about your PROSPECT'S needs! If you take away one thing from this post, it should be to always focus on what's important from the prospects perspective.
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