What cold calling
Main barriers of cold calling
The main barrier cold calls is the inability of personal communication with someone, because often even the best deals are not perceived by the customer from unknown organizations. The next barrier is the desire of the interlocutor immediately put the phone, not waiting to hear your proposal to end. However, to overcome this obstacle is possible with unconventional communication and fast response to the slightest change of intonation of the interlocutor. The third barrier is the disagreement of the transaction on the phone, so competent managers try to avoid this and prefer to make the transaction in person.
Technique cold calls
Stage 1 is based on the preparation and information gathering about the client. The basis of this phase lies in the formation of positive reactions in the eyes of the interlocutor and a good start of the work.
Stage 2 is to call potential to the client organization, which will learn the name of the person with whom you need to communicate in the future. Maybe you have to collect all the information in the first stage, not turning to the right company. Therefore, your primary task will be lightened and you will have the opportunity to socialize with a good-natured Secretary.
Stage 3 – identification of requirements necessary person. Is the most important stage of the sale. It is forbidden at this stage of communication hard to offer their goods and, moreover, to insist on the deal, because you can take as a very persuasive interlocutor. You need to feel how you set this conversation it can only be heard with a tone replied your partner on a call. Pay attention to the fact whether the person talking to you, so take the time to ask your prepared questions.
Stage 4 – meeting, presentation. If at this stage you have progressed in your work, then consider that your work is completed 70%. However, 100% success rate in completing the transaction, you are still not guaranteed. In advance to prepare for the meeting do not have, will enough that you will be able to answer all the questions independently, as a good specialist in this area. The most important thing when first meeting don't forget that meet on clothes.
Stage 5 – go directly to the deal. The most common technique for stimulating the signing of the contract when customer limit in time, alluding to the fact that to make a decision about the transaction you need in the shortest possible time. You can speed up the process, if the supply of goods, passing the time of signing the contract, go straight to the discussion of further cooperation, namely the consent of the client to make a deal. Summing up the interim results at the agreed price and delivery time, you will skip to the conclusion of the contract.