Are you prepared for success?
Sales is a hard job – you hear a lot of ‘No’s’ before you get to a ‘Yes’ and actually make a sale. You need, as they say, to kiss a lot of frogs before you find that prince or princess.
But what if I told you that you are probably WASTING half your time?
Marc Wayshak, a well-known Sales Strategist shared this important stat last year: “At least 50% of your prospects are not a good fit for what you sell”
Many of you are probably spending way too much time on the phone with prospects who just aren’t going to convert to customers.
At One of a Kind Sales, we train our people to QUICKLY identify whether a prospect is a good fit or not and, if they are not, to efficiently end the call and move on. Let me show YOU how to do this yourself and how to be prepared for success.
It starts with your Call List
Make sure you are calling from a clean list with RELEVANT contacts. Click here to read more about this process.
Your script is your road map
Make sure your script includes questions that will elicit the information you need to QUICKLY determine if the prospect is a good fit or not. Ask pointed questions and then LISTEN carefully for the answers.
Have an escape plan
Your script must also include verbiage to EXIT the call QUICKLY once you have determined that they are not worth pursuing.
For example, “gee, based on what we discussed, I feel we would not be a good fit and I certainly don’t want to waste your time”. This allows you to acknowledge that you have been listening and that you respect their time.
Practice, practice, practice!
Being comfortable and CONVERSATIONAL is key to making an effective connection with the prospect. If you feel awkward about re-directing and leaving the conversation once you determine they are not a good fit, you WILL end up wasting your time – and theirs!
We are NOT advocating that you rudely ask questions and then abruptly leave once you have your answers. That certainly won’t help you close more sales.
Be professional, prepared and succinct – they will appreciate it and you will save time.
Ask for leads
Once you have determined that a prospect is not a good fit, you should always ask them if they know of anyone who might need your product or services. This is a great way to make the most of your time and to turn a current ‘no’ into a possible, future ‘yes’.
How can you be prepared for success?
So, how much time do you calculate YOU have been wasting on calls with prospects that just aren’t a good fit?
Implementing these sales tips will help YOU stop wasting your time when making Cold Calls and help you to be prepared for success!
Contact us for help with your scripting and click here to learn more about how we can train YOUR staff to use our proprietary, One of a Kind Sales skills. And give us a call at 908-879-2911 to see how WE can make Cold Calls for YOU!
Are YOU prepared for success? Here are some more tips:
How to Leave Voicemail When Cold Calling
Addressing Cold Calling Objections
Successful Cold Calling Starts with Asking Permission
This, our second Call Center in a Box Case Study, outlines the ways in which we have helped our clients. This post discusses the ways that our Call Center in a Box services helped a Sales Franchise client empower a struggling sales associate.
The Sales Franchise had an associate who, after ten months, still had no business connections in the community. She had been out networking but was struggling to set appointments.
Rather than ask us to set appointments for them (which IS a service we provide, click here to learn more about that) they opted to have us train and monitor her.
Using our Call Center in a Box Services, we:
- Helped her develop her skills
- Worked on her messaging
- Helped her regain her confidence which had been bruised by ten months of low and poor performance
- Monitored her progress
- Met with her weekly to discuss and resolve any issues or challenges she faced
We started in December, a month notorious for its’ difficulties in setting appointments due to the holidays. Despite this, she set TEN appointments which was more than she had set in the past ten months she had been working with them!
To date in 2019 (Q1), she has set TWENTY FIVE QUALIFIED first time appointments which has exceeded even the owner’s expectation!
Here was someone who clearly had some sales talent but needed training and structure to take her to the next level. The Call Center in a Box Program provided her with the instruction, support and the sounding board she needed to succeed!
One of the number one reasons that people leave sales is a lack of training and/or feeling unprepared. Sales is a “NO” job – you hear ‘NO’ and deal with rejection over and over on a daily basis. Call Center in a Box provides not only training but also the support and encouragement your salespeople need to deliver results and THRIVE!
Are YOU having a hard time monitoring or managing YOUR sales team? Know they need training but just don’t have the time, energy or patience to train them yourself? Are your producers delivering poor quality leads that just won’t close?
GIVE US A CALL AT 908.879.2911 to see how our Call Center in a Box services can help YOU!
Click HERE to learn more and HERE to see another Call Center in a Box Case Study
Cold calling can be scary. Sales people making the call are afraid of rejection. Call recipients are fearful of picking up the phone, afraid of having their time wasted. Scariest of all is the bottom line, when dozens of man hours and thousands of dollars produce no, or poor quality, leads.
If this fright fest is familiar, you need to try our winning approach to cold calling which drives qualified leads and bottom line results!
At One of a Kind Sales, I’ve carefully trained my team to deliver exceptional sales results, using our proprietary process. If your company is struggling with your sales process, here are some of our winning strategies that you can incorporate to BOO’st your frightful cold calling results:
Define your sales process. I have found that the more structure you can put into your qualified lead generation process, the easier it will be to educate and train your team. An efficient and clearly defined sales process increases production and gets new sales reps up and running quickly.
Be results oriented. In order to deliver results, a team must know what is expected of them and when. Establish high but achievable goals. Make sure everything in your process is working toward achieving those goals.
Train and train again. Don’t rest on your laurels. Strive to constantly make your team better. Even after years of success, One of A Kind Sales continues to train on consultative selling skills and how to draw out information from prospects. We have found that giving your team opportunities to share
Coach constantly. Make no mistake, I have found that coaching drives production better and faster than any other single practice. The highly effective sales managers I work with place a high priority on coaching to build confidence and optimize results. I suggest you take advantage of every opportunity to provide feedback that will make sales reps perform better.
Provide the right technology and tools. Don’t let your team wing it. I encourage you to provide your inside sales team with scripts that can be personalized and used to progress the conversation. The right CRM will ensure higher productivity.
When your sales people are properly trained on our proprietary call process, they are more engaged and effective. Business people who receive calls from these well trained sales people are more receptive and interested in learning more about your products and services. Your investment pays off in warm leads that convert to sales.
Give us a call and take the fear out of YOUR cold calling process. Click here to contact us and to learn more about our winning approach to Cold Calling!