Your First Sales Call
Mistake: Never Ever Lead with your Product or Service!
by Mr. Cold Call
If you lead
your sales calls with your product or service then you have already set the
tone of the call. The tone is called an immediate price objection and you will
soon hear your prospect ask you: “How much does it cost?" Once you enter this route then your conversation
now revolves around price rather than the “value” of what you have to
offer. It’s almost like you started the
sales process backwards, it’s time to turn yourself around and start leading
your sales calls with solutions.
If you are opening sales calls with your product or service then now you know it’s a
mistake to do so. How do you stay
consistent and focus on just selling solutions?
That’s easy! Do research on your
prospect’s website, find out more about their business, what they do, how they
do it, their industry and their competition. When you begin investing more time
and effort in understanding how your prospect does business then the more you
will find yourself asking sales questions that embrace solutions. Below are five solution-based themes that you
can easily apply to your industry. When
selling solutions focus on one or more of the following themes:
- Ask questions
that offer ways that you can help to increase company productivity.
- Ask questions
that offer ways that you can save your prospect time.
- Ask questions that offer
ways that you can save your prospect money.
- Ask questions that offer
ways that you can make your prospect money.
- Ask questions that offer
ways that can protect your prospect’s interests.
The key to
successful cold calling is to answer the one question that will forever enter
your prospect's mind and this question is: "What's in it for me?"
Once you incorporate this type of mindset and questioning into your cold
calling and sales efforts then you will without a doubt speed up your sales
success! The remaining question that you need to answer is: "Are you
pushing just a product or service, or are you selling solutions and offering
value to your prospects?"
Copyright 2007 MR. COLD CALL SEMINARS - All rights reserved.
Behind The Scenes With Mr. Cold Call
Mr. Cold Call is a worldwide sensation and claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily , Successful Fund Raising and Advantage Magazine. He has written over 40 articles on cold calling and is the author of three best-selling books including:
Mr. Cold Call believes that your cold call success is dependent on 11 winning personality traits (known as your Telephone Persona Of Success! ).
Collectively, these traits allow you to uniquely market yourself over
the telephone so that you can inspire your prospect’s curiosity, reduce their resistance and close even more sales! Are you interested in finding
out more about Mr. Cold Call? Then
sign-up for his free weekly cold calling tips at www.mrcoldcall.com |
