Cold Calling, What You Will Learn In Sales Training, And What You Will Not

Cold calling

Cold calling. The very mention of it strikes fear into the hearts of many a novice salesperson. Who relishes the thought of calling a prospective client "" let"s be honest, a stranger "" out of the blue, unbidden, to try to sell them something that they may have never even heard of before? It"s intimidating, no matter how many hours of sales training you have under your belt.

It takes guts, but also know how, the kind that can be transmitted by a skilled sales management team.

Sales training tip #1: Know your stuff

One of the first things you will learn in sales training is how to identify your company"s unique selling proposition. What can you do for your customers? What exactly are you selling and why?

And about those customers, who are they anyway? As you will learn in sales training for cold calling, part of knowing your stuff is compiling your lists of people to contact in advance. Being organized and on top of things is always a good sales strategy. Just ask the members of your sales management team.

Sales training tip #2: Know your prospective customers.

Before you know what you can do for your prospects, you have to have a good sense of who they are. In your sales training, you will learn how to research their organizations, how to pinpoint their needs"

Sales training tip #3: Respect your prospective customers

You will learn in your sales training to ask, "Is this a good time? If not now, when?" You will also learn to tell your prospects how long each call will take "" and to respect that.

Sales training tip #4: Independent research is fine, crucial even, but don"t forget to pay attention to the information that you hear straight from the horses"s mouth.

This may be the most important tip that you learn in sales training for cold calling: the importance of listening to your prospect. Want to know what they need? This is the number-one best way to find out.

Sales training tip #5: Identify your special cold calling sales strategy.

As you will probably learn in sales training, some people find that they get a lot of success by starting calls with humour. But you should only start with humour if it comes naturally to you, which brings us to the next point: not everything can be taught, no matter how talented the sales management team.

Some traits take a lifetime to learn. Tenacity, commitment, honesty, these can"t be conferred to you during a sales training session.

Chances are, though, that if you have been entrusted with a sales job, it is because the members of the sales management team in your organization recognized these traits in you. They know that you are a person of integrity. They know that you have passion. That you have drive. Otherwise, they wouldn"t have assigned you such a challenging task as cold calling. Write this down on a post-it note and take strength from it when you finally do take the plunge and make that very first cold call.

by: Rima Hammoudi

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