4 Advanced Cold-Calling Techniques
4 Advanced Cold-Calling Techniques
The better you are able to define your target market and more knowledge you have about the prospect’s business, the greater your chance of success when cold calling. Identify a niche group of prospects and research, design and implement a targeted cold calling campaign. Try to be aware of the type of professional language that your target prospect group uses and incorporate this language into your initial attention graping statement. This approach has two major advantages over traditional cold calling models in that:
Time spent researching and actual research goes much further because you are talking about many prospects not just one.
Because you now know more about the prospects business, you are better able to position your value proposition, prepare and deal with likely objections on the phone and ultimately secure sales meetings.
2. Use Your Existing Customers when Cold Calling
It amazes me how many salespeople don’t consider their existing customers when cold calling. Name-dropping is one basic technique that can be used but for maximum effect use case histories of customers from the prospect’s own industry stating specific benefits. Incorporate examples of these into your pitch offering recommendations and contacts if required.
3. Use NLP Techniques.
NLP an advanced form of rapport building that works at a subconscious level. It based on the concept that we tend to identify and communicate better with other people who share our beliefs, have the same outlooks, share common experiences and goals, In short, we like people who are like ourselves. People who have rapport tend to act like each other in a number of ways so rapport therefore involves matching.
When a salesperson makes a call to a prospect, he or she cannot see the other person so matching the posture and movements is impossible. It is still possible to use matching however as another important part of any communication involves the pitch and tone of your voice. According to some research, this may even have more impact than the actual words been used
Things to look out for include:
Volume: Do they speak quietly or loudly?
Tempo: How fast or slowly do they speak?
Pitch: Is it high or low?
Tone: What emotions do they convey?
Language: Listen to the types of words been used, do they have characteristic sayings?
4. Cold Calling Scripts
When I talk about using cold calling scripts, I don’t mean sticking word for word to something but rather having a communication plan listing the important points in order so that you don’t leave anything out in the heat of the moment. Your script in this instance should be a template for how you would ideally like the conversation to develop while also being a guide in how to deal with likely objections.
4 Advanced ColdCalling Techniques - To learn more about this author, visit Niall Devitt's Website.
Like this article? Share it with your friends
1. Design a Targeted Campaign
The better you are able to define your target market and more knowledge you have about the prospect’s business, the greater your chance of success when cold calling. Identify a niche group of prospects and research, design and implement a targeted cold calling campaign. Try to be aware of the type of professional language that your target prospect group uses and incorporate this language into your initial attention graping statement. This approach has two major advantages over traditional cold calling models in that:
Time spent researching and actual research goes much further because you are talking about many prospects not just one.
Because you now know more about the prospects business, you are better able to position your value proposition, prepare and deal with likely objections on the phone and ultimately secure sales meetings.
2. Use Your Existing Customers when Cold Calling
It amazes me how many salespeople don’t consider their existing customers when cold calling. Name-dropping is one basic technique that can be used but for maximum effect use case histories of customers from the prospect’s own industry stating specific benefits. Incorporate examples of these into your pitch offering recommendations and contacts if required.
3. Use NLP Techniques.
NLP an advanced form of rapport building that works at a subconscious level. It based on the concept that we tend to identify and communicate better with other people who share our beliefs, have the same outlooks, share common experiences and goals, In short, we like people who are like ourselves. People who have rapport tend to act like each other in a number of ways so rapport therefore involves matching.
When a salesperson makes a call to a prospect, he or she cannot see the other person so matching the posture and movements is impossible. It is still possible to use matching however as another important part of any communication involves the pitch and tone of your voice. According to some research, this may even have more impact than the actual words been used
Things to look out for include:
Volume: Do they speak quietly or loudly?
Tempo: How fast or slowly do they speak?
Pitch: Is it high or low?
Tone: What emotions do they convey?
Language: Listen to the types of words been used, do they have characteristic sayings?
4. Cold Calling Scripts
When I talk about using cold calling scripts, I don’t mean sticking word for word to something but rather having a communication plan listing the important points in order so that you don’t leave anything out in the heat of the moment. Your script in this instance should be a template for how you would ideally like the conversation to develop while also being a guide in how to deal with likely objections.
4 Advanced ColdCalling Techniques - To learn more about this author, visit Niall Devitt's Website.
Like this article? Share it with your friends
| |||
| No article feedback found. | |||
| Leave Your Feedback | |||
|
|||
|
| |||
| Sales training can turn your stale sales force into lead generation experts. Developing leads in today's challenging business economy is harder than ever, but it is no excuse for becoming lackadaisical in generatin... |
|||
|
| |||
| Sales training courses for senior managers can train, educate and motivate senior sales managers to get their sales force to surpass the sales goals of the company. Advanced sales training for senior sales managers... |
|||
|
| |||
| In this article you will learn what your chunk size is. |
|||
|
| |||
| Try to remember the dramatic effect you felt when your coach, parent, minister or whomever put their hand on your shoulder and told you what a great job you had done. Remember that feeling? Well that is the same fee... |
|||
|
| |||
| Sales training techniques that consistently work can be surprisingly difficult to come by. Many of even the best sales training techniques out there only work well some of the time. So, what do you have to do to loc... |
|||
| |||
|
To learn more about the Evan Elite Author Program please contact us. | |||
![]() | |
![]() Niall Devitt (Visit Niall's Website) Niall Devitt is a senior sales training consultant and business mentor with Beyond the Boardroom, a leading business development and training consultancy based in Ireland. For more info, visit our website at www.btbtrainin g.com or to read Niall's blog www.btbtr aining.com/blog
| |
![]() |
|
|
![]() |
|
|
|
![]() |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
![]() |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
![]() | ||
|
| ||
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
![]() |
|
|
![]() | ||
|
Top 50 SEO Posts - 2008
Top SEO Posts of the Year | ||
|
Top 50 Political Blogs
Top Political Blogs of 2008 | ||
![]() | ||
|
|
|
|
|
||||||||||||||||||||||||
|
|
||||||||||||
















