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How To Cold Call Canadians
| Guest post by: Alen Majer |
Article Overview: Remember that Canadians are extremely polite and expect you to be. We buy differently. We want to be heard. Canadians value honest, forthright communications. Be extremely straight-forward and helpful.
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Free Download - How to Handle Price Objections - Part 2 By Alen Majer |
How To Cold Call Canadians
When cold calling Canadians, you'll want to keep a few things in mind. Just as diverse as Canadians Alex Trebek, Shania Twain, Mike Myers and Celine Dion are, so too are the Canadian people. Canada is a polite, resilient multicultural nation. We thrive on our individuality and respect the customs of our indigenous people, and our French and British cultures. Our unique open-mindedness makes us a lot less intimidating to cold call than other nationalities.
Confidant cold calling is all about preparation and attitude. If you know your product, your customer and your approach, cold calling is a breeze. The first thing you need to do is to define your product. What exactly are you selling? Why would a Canadian want to purchase your product or service? What makes your product or service better than your competitors? You need to know why a Canadian would benefit from purchasing your product or service.
The next step in the cold calling process is to identify your potential customer. Conduct research to find out who exactly makes the purchase decision in that company. Be sure you reach the correct person. Canadians do expect you to be accurate and respect their positions.You can use the internet to investigate the company (Trigger Events!) or call the company itself and ask who in their company makes those purchase decisions.
If possible, contact that person via email or by sending them an introductory letter and sales brochure telling them you would like to speak with them about your product. Increase the postage on your material to Canadians and in the letter or email, tell them when you will be calling them. Allow a few extra days when sending material out of the country (from US for example), then call them a couple of days after you believe they have received the initial contact information.
Have a prepared script ready when you make the initial cold call taking into account the benefits of your product to Canadians. Remember that Canadians are extremely polite and expect you to be. We buy differently. We want to be heard. So, when calling be sure to ask if it is a convenient time for them to talk to you. If it isn't, immediately ask to re-schedule at a better time. Canadians value honest, forthright communications. Be extremely straight-forward and helpful. Remember that the initial call is not necessarily to make a sale but to begin building a relationship with the client. We need relationship, rapport, and empathy. With that attitude, sales will follow.
Oh, and by the way, we don`t live in igloos.
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Article Tags: cold calling, cold calling script, cold calling techniques, how to cold call, sales script
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About the Author: Alen Majer RSS for Alen's articles - Visit Alen's website Alen Mayer, Canadian Sales Expert, is fiercely committed to guiding Entrepreneurs and Sales Professionals to improve their sales knowledge and skills so they can achieve extraordinary sales results, close more sales effectively, and learn more to earn more. If you are looking for a proven Sales Expert who will show you new ways of getting more clients in less time, how to book more appointments by fighting phone resistance, and learn new ways of handling excuses and objections to excel in sales, you've come to the right place. With 20 years in sales and 10 years of experience working with amazing clients with similar worries and concerns and guiding them to achieve remarkable success, my mission and commitment is to help sales people achieve their goals faster than they would without my guidance. I am living proof that you don't need to be a natural-born salesperson to be successful in sales. What lights me up about this work and what sets me apart from other service providers is that I believe that sales is a process and that process can be taught. You always need training. A great salesperson is always trying to make him or herself better. Alen is author of these books: ■ Selling IS Better Than Sex - www.SellingIsBetter.com Sales Training Programs: ■ Get More Appointments TM Summary: - 20+ years in international sales and business development, 10+ years in sales management, coaching and training Alen has inspired audiences from St. John's to Vancouver, and across North America and Europe. Whether a business conference, association meeting, or other event, every aspect is planned and coordinated to maximize attendee value. As keynote speaker, Alen achieves your objectives. To book Alen Majer, one of Canada's top sales experts, please send an email to alen@alenmajer.com.
Click here to visit Alen's website   3 reasons why you lose a sale |
Related Forum Posts
Re: ScotiaBank Biz Tool
- No just Canadians.
Re: What to avoid when cold calling?
- At the time of Cold Calling we should avoid price increases for products and unavailability.
Re: Cold Calling
- Cold calling is an extremely difficult job to do and unless one learns that being told no by people is not a direct refusal aimed at the cold caller but at whatever is being sold, it can be very soul destroying work to do. One needs to have absolute confidence in themselves and a pretty thick skin.
MichelleJ
I answer my phone
- when I worked in the Call Center we had to say
"Good XXXXXX, Andy speaking, How may I help you?" imagine saying that over and over again. It kind of sticks with you.
It's been a few years now but I've kicked off "How may I help you?" part.
Adjust Your Prices Canada!
- I get annoyed when I go to the store expecting to get a deal only to notice that the store has not adjusted their prices.
However, I do not think that lowering their prices is the only option, perhaps if stores provide the customers with extra "bang for their buck" or a unique experience when they visit their stored Canadians won't flock to the United States for better deals.
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