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 – 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’.
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!
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!