The main purpose of cold calling is to find new customers with whom you have never spoken or met before. This technique is very difficult if you have never experienced it.
The main barriers to cold calling
The main barrier to cold calling is the impossibility of personal communication with the interlocutor. often even lucrative offers are not accepted by the client from unknown organizations. The next barrier lies in the desire of the interlocutor to immediately hang up the phone without hearing your proposal to the end. True, it is possible to overcome this obstacle with unconventional communication and a quick reaction to the slightest change in the interlocutor's intonation. The third barrier is disagreement with the conclusion of a deal over the phone, so competent managers try to avoid this and prefer to make a deal only in person.
Cold calling technique
Stage 1 is based on the preparation and collection of information about the client. The basis of this stage lies in the formation of positive reactions in the eyes of the interlocutor and a good start to work.
Stage 2 consists in calling a potential client organization, in which you will find out the name of the person with whom you need to communicate in the future. You may be able to collect all the information at the first stage without calling the company you need. Thus, your primary task will be facilitated and you will not have the opportunity to communicate with a good-natured secretary.
Stage 3 - identifying the needs of the person you need. It is the most important stage of the sale. It is forbidden at this stage of communication to strenuously offer your goods and, moreover, to insist on a deal, because you may be accepted as a very intrusive conversationalist. It is necessary to feel how the person is in the mood for this conversation; this can be done only by hearing the intonation with which your interlocutor answered the call. Be sure to pay attention to whether the person is in the mood for a conversation with you, and therefore do not rush to ask your pre-prepared questions.
Stage 4 - meeting, presentation. If at this stage you have made progress in your work, then consider that your work is 70% complete. However, 100% success in completing the transaction is not yet guaranteed to you. It is not necessary to prepare in advance for the meeting; it will be sufficient that you can answer all the questions yourself, being a good specialist in this field. Most importantly, when you first meet, do not forget that you are greeted by clothes.
Stage 5 - we go directly to the deal. The most common technique that stimulates the signing of an agreement is when the client is limited in time, hinting that it is necessary to make a decision on the transaction as soon as possible. You can speed up the process if from the offer of the goods, skipping the moment of concluding the contract, go directly to the discussion of further cooperation, implying the client's consent to conclude the deal. Having summed up the interim results on the agreed prices and delivery times, you immediately proceed to the conclusion of the contract.
