Now before we get into that we need to understand what is cold calling????
"Cold calling is the process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. The word "cold" is used because the person receiving the call is not expecting a call or has not specifically asked to be contacted by a sales person."
Wednesday, November 25, 2009
Sales
Selling is one of the oldest professions in this world. Before the advent of currency a system of barter was prevalent where these activities were achieved through exchange of goods etc. Over the centuries this activity has seen various changes and acquired various shapes. The ultimate state which it has gained in the first decade of this century is the virtual sales curtsey Computers and information technology.
In the present era people who perform sales are known by many names like; Sales Person, Sales Representatives, Account Executives, Sales Consultants, District Managers and Area Managers to name a few.
Concept: Sales and Selling
Sale.
A sale is the single most important process in the entire field of marketing. The very existence of any organization purely and solely depends on this process.
If this process is going on satisfactorily, the organization or a company can continue to maintain its existence. However, in the present era where the competition is ever rising exponentially, mere satisfactory sales will not serve the purpose. In order to drives their targeted increments ion profits and most importantly maintaining / enhancing their brand names the organizations/ companies are putting endless efforts to keep improving their sales. The recent decline in economy world over has certainly impeded the progress of this activity. And results are in front of us.
The dictionary meaning of selling is, “to dispose of in exchange of money”. A layman may define Selling as a process of disposing of a tangible or intangible good to a person or organization (in need) in exchange of money.
For example, in case a student wants a Fountain Pen, he will visit stationary shop for a pen. He will take (buy) the pen of his choice from the shopkeeper, in exchange of money equal to its price. The activity performed by the Shop keeper for exchanging a pen for the money from the student is called Selling and the money the shopkeeper receives for the pen from the Student is called Sales.
Sales can also be interpreted as number of goods (their Cost) sold to the people. The process by which this is achieved is called as Selling.
Selling
It is an art which cannot be done by everyone one. Some fortunate ones are born with this bliss. But many are not so lucky. To perform this successfully, one needs to understand the nuances of the activities involved and practice hard to master this art.
It requires good communication skill not only in terms of command on language but also good convincing power including presence of mind and appealing body language. An effective sales person is the one who can sell a product to a customer who may not be interested in it in the first go, but finally lends up in buying the same on getting convinced that it will be in his interest to possess the same.
Or,
A good salesman can be described as a person who can turn a new customer or even a non loyal customer to a loyal one.
In the present era people who perform sales are known by many names like; Sales Person, Sales Representatives, Account Executives, Sales Consultants, District Managers and Area Managers to name a few.
Concept: Sales and Selling
Sale.
A sale is the single most important process in the entire field of marketing. The very existence of any organization purely and solely depends on this process.
If this process is going on satisfactorily, the organization or a company can continue to maintain its existence. However, in the present era where the competition is ever rising exponentially, mere satisfactory sales will not serve the purpose. In order to drives their targeted increments ion profits and most importantly maintaining / enhancing their brand names the organizations/ companies are putting endless efforts to keep improving their sales. The recent decline in economy world over has certainly impeded the progress of this activity. And results are in front of us.
The dictionary meaning of selling is, “to dispose of in exchange of money”. A layman may define Selling as a process of disposing of a tangible or intangible good to a person or organization (in need) in exchange of money.
For example, in case a student wants a Fountain Pen, he will visit stationary shop for a pen. He will take (buy) the pen of his choice from the shopkeeper, in exchange of money equal to its price. The activity performed by the Shop keeper for exchanging a pen for the money from the student is called Selling and the money the shopkeeper receives for the pen from the Student is called Sales.
Sales can also be interpreted as number of goods (their Cost) sold to the people. The process by which this is achieved is called as Selling.
Selling
It is an art which cannot be done by everyone one. Some fortunate ones are born with this bliss. But many are not so lucky. To perform this successfully, one needs to understand the nuances of the activities involved and practice hard to master this art.
It requires good communication skill not only in terms of command on language but also good convincing power including presence of mind and appealing body language. An effective sales person is the one who can sell a product to a customer who may not be interested in it in the first go, but finally lends up in buying the same on getting convinced that it will be in his interest to possess the same.
Or,
A good salesman can be described as a person who can turn a new customer or even a non loyal customer to a loyal one.
Sales Failures In Monster.com
Monster.com is a job portal. It helps recruiters in recruitment and hiring process. It is basically a sales organization, where we sell our database to the recruiters so that they can meet their requirements of immediate hiring. The most important source of our lead file is:
1) Inbound calls: Hot Closures where the client himself calls us and request for the kind of product they want.
2) Existing Lead file where our sales person do cold callings or does regular visits
Why a sale fails even if the sales person gives his all heart and soul in Monster.com?
To avoid this we need to avoid certain things which can kill the deal. Because it’s a business we are talking about and we are professionals who are here to give a business to other person who actually requires our services for his/her business requirements. So the first thing we have to remember is that we are not beggars or peddlers. We are here to solve the problem of their recruitment and give them a good business deal. We talk on business table in front of them a work professionally for our respective business. Once we understand that, it becomes easier to do the sale. Second thing is that we must not run after the sale but patiently work on the lead properly so that the business automatically comes to us.
We will see some cases which happens almost every day are the main reasons of failure of sale
Case 1: Fail to reach the contact person
Now let us take an example of a daily sales call from our cold calls where we tries to reach the decision maker but fails to reach him..
Amit: Good Morning, This is Amit from Mosnterinidia.com Hyderabad. Can I talk to the HR Manager Ravi (Sir) of your company?
Receptionist: Mr. Ravi is busy in a meeting. Why do you want to talk to him?
Amit: well I just want to check out that any kind of hiring or placements going on at your side, so that we can help you out.
Receptionist: No, there is no hiring at present.
Amit: is there is any way I can communicate with Ravi Sir.
Receptionist: No, if we require your services we will get back to you, we have all your company’s details. And for other details you can visit our website and you get our details from their and can contact us through their.
Amit: Thank for you Time
And the call ends
Case2: Contacted wrong person
Now, her you can see that I was trying to reach to Ravi who looks after the recruitment of the company but failed to reach him.
The reason behind was that my approach was wrong. My voice should sound like a business professional that can’t be ignored.
Now, here we will see call where we reach the wrong person and looses the sale
Amit: Good Morning, This is Amit from Monster Hyderabad
Receptionist: Ok, whom do you want to talk to?
Amit: May I know your Name?
Receptionist: Rita
Amit: Hi Rita, I want to speak to Mr. Ravi Khanna.
Rita: this is regards with what?
Amit: well, I got to know that your company is hiring and requires some IT professionals, this is regards with the business deal which I can offer him.
Rita: Ok, be on phone, I will just connect you to him.
Amit: That will be Great full Rita.
Ravi: Yes, who is this?
Amit: Good Morning, Ravi. This is Amit from Monster Hyderabad.
Ravi: Tell me how can I help you?
Now, this is the turning point. Don’t pitch him or talk to him directly about the prices and discounts. Try to build business relation with him.
Amit: well, Ravi, you might know what monster is about, and how it works. I was going through your company website, which was showing that you are looking for some IT professionals. What kind of IT professionals you’re looking for, maybe we can help you out in finding the right candidates.
Ravi: Amit, I know about Monster and other job portals, but to be straight we are not comfortable with it.
Amit: Then how do you meet your requirements.
Ravi: By Newspapers, References etc
Amit: Ravi, don’t you think it’s time consuming and even more costly.
Ravi: Yes it is time consuming but how it’s costlier, we get references free of cost.
Amit: Refrences you may be getting free of cost but through Newspaper it is costly.
Ravi: Ok, tell me how you can help us in fulfilling our requirements and what your charges are.
Amit: Before going into that details I would like to show you my database so that you can see whether the kind of people you are looking for are there or not.
Ravi: Perfect. How can you do that?
Amit: Well I will send you a link at your email id with a password, you need to type in your email id and the password which will be there and then I will share my desktop with you and will show you the database.
Ravi: Oh! I don’t have that much time to sit and see entire database of your, I have other things to do also.
Amit: it won’t take more then 10-15 minutes of your time Ravi.
Ravi: Ok, let’s do it then
Demo is done.
Amit: Ravi, now you have seen the database, tell me what do you say, and how can we go ahead.
Ravi: Good, I found the kind of people I am looking for. But it’s too complicated; will I be getting some training or something?
Amit: why not Ravi, our CR Team will help you in the training part.
Ravi: Good.
Amit: So, are you interested in buying the product.
Ravi: Look Amit, I liked the product very much , but I need to show it to my management and convince them according, is there is any possibility that you can issue an Free Trail to us , so that I can show it to our management and also mail us the durations and pricings to our official e-mail id .
Amit: Ravi, Are you not the decision maker?
Ravi: Yes I am one of the decision makers, but I need to convince them by showing the database to them also.
Amit: Ok Ravi, I will issue a day Free Trial to you and will mail you the pricings and discounted prices and accordingly you can choose the package.
Ravi: That will be great and after that we can have word.
Amit: Thank you, Ravi
The call ends…………..
Note:
What do you think? Will this sale will come in? No, 95% chances are that the next time when you call the person will never come on call or may ignore your calls? You end up in thinking why it happened? What went wrong?
Conclusion:
Reason why the sale will never come in:
The person you contacted was not the main decision maker. So your entire demo and other efforts went for toss.
Second mistake you did is that you issued a Free Trail, from where he will smartly download the resumes he will like and will full fill his requirements and will impress his superiors and will never get back to you.
Case 3: Immediate Discounts
Here we will see how a desperate sales person gives an immediate discount and looses a sale.
Here, I am talking to the HR Head of the Company, who is in requirement of database, say XYZ consultancy who is looking for an annual database. The concern person name is Karan Mittal.
The call starts
Amit: Good Morning, Mr. Karan. This is Amit from Monster Hyderabad. How r u?
Karan: I am good Amit, I was about to call monster as I was in requirement of annual database. Tell me what best price you can give me so that we can go ahead with you?
Amit: That’s wonderful; we are providing 55% of discounts on our products if you’re signing the deal right now.
Karan: No, No I cannot afford this is price can you give more discounts on your product.
Now, you’re stuck, as this was the best possible discount available, now no matter you try to convince him he will not convinced thinking that he can get more discounts as when he will put the same price in front of your competitor he will easily get lower prices in comparison to your prices irrespective to the quality of product as he will be just seeing the prices
Now, here you lose the sale just because of wrong pitching.
Conclusion:
In hot closures always keep some space where you can negotiate with the client, give the last price at the final and last call. Don’t give the high discount imminently after listening that client is willing to go head. As a customer never looks for one brand he will see many brands and will compare the prices of all brands and will go with the one which offers the least price and will always get back to you with the price he is looking for, at that time you should have enough space for negotiation.
To summaries in brief if we want to be a successful sales person we need to keep the following three points in mind
1) Does Proper Need Analysis of the company before you go on call. Each and every detail of the company must be at your tips.
2) The way you communicate. That is when you call you voice must reflect your image and your high confidence level should impress the person who is attending your call.
3) Do not give free trails to your clients specially who are having very less requirements and they will full fill their requirements from it and will never buy the product from you, its better you show them a detailed online demonstration or send few sample CVs.
4) There is no need of giving Free Trail after giving demo, as what client wants is can be shown from our side. If he likes he will buy else will not. At least our time and hope will not be wasted.
5) Never give immediate high discounts, even if you have with you.
1) Inbound calls: Hot Closures where the client himself calls us and request for the kind of product they want.
2) Existing Lead file where our sales person do cold callings or does regular visits
Why a sale fails even if the sales person gives his all heart and soul in Monster.com?
To avoid this we need to avoid certain things which can kill the deal. Because it’s a business we are talking about and we are professionals who are here to give a business to other person who actually requires our services for his/her business requirements. So the first thing we have to remember is that we are not beggars or peddlers. We are here to solve the problem of their recruitment and give them a good business deal. We talk on business table in front of them a work professionally for our respective business. Once we understand that, it becomes easier to do the sale. Second thing is that we must not run after the sale but patiently work on the lead properly so that the business automatically comes to us.
We will see some cases which happens almost every day are the main reasons of failure of sale
Case 1: Fail to reach the contact person
Now let us take an example of a daily sales call from our cold calls where we tries to reach the decision maker but fails to reach him..
Amit: Good Morning, This is Amit from Mosnterinidia.com Hyderabad. Can I talk to the HR Manager Ravi (Sir) of your company?
Receptionist: Mr. Ravi is busy in a meeting. Why do you want to talk to him?
Amit: well I just want to check out that any kind of hiring or placements going on at your side, so that we can help you out.
Receptionist: No, there is no hiring at present.
Amit: is there is any way I can communicate with Ravi Sir.
Receptionist: No, if we require your services we will get back to you, we have all your company’s details. And for other details you can visit our website and you get our details from their and can contact us through their.
Amit: Thank for you Time
And the call ends
Case2: Contacted wrong person
Now, her you can see that I was trying to reach to Ravi who looks after the recruitment of the company but failed to reach him.
The reason behind was that my approach was wrong. My voice should sound like a business professional that can’t be ignored.
Now, here we will see call where we reach the wrong person and looses the sale
Amit: Good Morning, This is Amit from Monster Hyderabad
Receptionist: Ok, whom do you want to talk to?
Amit: May I know your Name?
Receptionist: Rita
Amit: Hi Rita, I want to speak to Mr. Ravi Khanna.
Rita: this is regards with what?
Amit: well, I got to know that your company is hiring and requires some IT professionals, this is regards with the business deal which I can offer him.
Rita: Ok, be on phone, I will just connect you to him.
Amit: That will be Great full Rita.
Ravi: Yes, who is this?
Amit: Good Morning, Ravi. This is Amit from Monster Hyderabad.
Ravi: Tell me how can I help you?
Now, this is the turning point. Don’t pitch him or talk to him directly about the prices and discounts. Try to build business relation with him.
Amit: well, Ravi, you might know what monster is about, and how it works. I was going through your company website, which was showing that you are looking for some IT professionals. What kind of IT professionals you’re looking for, maybe we can help you out in finding the right candidates.
Ravi: Amit, I know about Monster and other job portals, but to be straight we are not comfortable with it.
Amit: Then how do you meet your requirements.
Ravi: By Newspapers, References etc
Amit: Ravi, don’t you think it’s time consuming and even more costly.
Ravi: Yes it is time consuming but how it’s costlier, we get references free of cost.
Amit: Refrences you may be getting free of cost but through Newspaper it is costly.
Ravi: Ok, tell me how you can help us in fulfilling our requirements and what your charges are.
Amit: Before going into that details I would like to show you my database so that you can see whether the kind of people you are looking for are there or not.
Ravi: Perfect. How can you do that?
Amit: Well I will send you a link at your email id with a password, you need to type in your email id and the password which will be there and then I will share my desktop with you and will show you the database.
Ravi: Oh! I don’t have that much time to sit and see entire database of your, I have other things to do also.
Amit: it won’t take more then 10-15 minutes of your time Ravi.
Ravi: Ok, let’s do it then
Demo is done.
Amit: Ravi, now you have seen the database, tell me what do you say, and how can we go ahead.
Ravi: Good, I found the kind of people I am looking for. But it’s too complicated; will I be getting some training or something?
Amit: why not Ravi, our CR Team will help you in the training part.
Ravi: Good.
Amit: So, are you interested in buying the product.
Ravi: Look Amit, I liked the product very much , but I need to show it to my management and convince them according, is there is any possibility that you can issue an Free Trail to us , so that I can show it to our management and also mail us the durations and pricings to our official e-mail id .
Amit: Ravi, Are you not the decision maker?
Ravi: Yes I am one of the decision makers, but I need to convince them by showing the database to them also.
Amit: Ok Ravi, I will issue a day Free Trial to you and will mail you the pricings and discounted prices and accordingly you can choose the package.
Ravi: That will be great and after that we can have word.
Amit: Thank you, Ravi
The call ends…………..
Note:
What do you think? Will this sale will come in? No, 95% chances are that the next time when you call the person will never come on call or may ignore your calls? You end up in thinking why it happened? What went wrong?
Conclusion:
Reason why the sale will never come in:
The person you contacted was not the main decision maker. So your entire demo and other efforts went for toss.
Second mistake you did is that you issued a Free Trail, from where he will smartly download the resumes he will like and will full fill his requirements and will impress his superiors and will never get back to you.
Case 3: Immediate Discounts
Here we will see how a desperate sales person gives an immediate discount and looses a sale.
Here, I am talking to the HR Head of the Company, who is in requirement of database, say XYZ consultancy who is looking for an annual database. The concern person name is Karan Mittal.
The call starts
Amit: Good Morning, Mr. Karan. This is Amit from Monster Hyderabad. How r u?
Karan: I am good Amit, I was about to call monster as I was in requirement of annual database. Tell me what best price you can give me so that we can go ahead with you?
Amit: That’s wonderful; we are providing 55% of discounts on our products if you’re signing the deal right now.
Karan: No, No I cannot afford this is price can you give more discounts on your product.
Now, you’re stuck, as this was the best possible discount available, now no matter you try to convince him he will not convinced thinking that he can get more discounts as when he will put the same price in front of your competitor he will easily get lower prices in comparison to your prices irrespective to the quality of product as he will be just seeing the prices
Now, here you lose the sale just because of wrong pitching.
Conclusion:
In hot closures always keep some space where you can negotiate with the client, give the last price at the final and last call. Don’t give the high discount imminently after listening that client is willing to go head. As a customer never looks for one brand he will see many brands and will compare the prices of all brands and will go with the one which offers the least price and will always get back to you with the price he is looking for, at that time you should have enough space for negotiation.
To summaries in brief if we want to be a successful sales person we need to keep the following three points in mind
1) Does Proper Need Analysis of the company before you go on call. Each and every detail of the company must be at your tips.
2) The way you communicate. That is when you call you voice must reflect your image and your high confidence level should impress the person who is attending your call.
3) Do not give free trails to your clients specially who are having very less requirements and they will full fill their requirements from it and will never buy the product from you, its better you show them a detailed online demonstration or send few sample CVs.
4) There is no need of giving Free Trail after giving demo, as what client wants is can be shown from our side. If he likes he will buy else will not. At least our time and hope will not be wasted.
5) Never give immediate high discounts, even if you have with you.
Tele Marketing
Telemarketing or Telesales sales is nothing but,"Sales On Phone". Its is the type of sales which is done on phones.
In Such organizations the leads are generated or produced by :
1)Inbound Calls.
2) Out Bound Calls
2)Rep Generation.
Process of sales in Tele-sales
Inbound calls (hot leads)
The Client who wants the product or services calls up the tele-marketing organization and ask for the products or services. The Teli-marketing person or sales representative explains the customer about the products and services and convince him to buy the product or services.
Outbound calls
These calls are made from the exiting leads given to the sales representatives at which they have to work and generate the sales out of them. this process is called as Cold calling. Its a very challenging job as the exiting clients at the sales person database knows each and everything about the products and its services and also the prices.
In Such organizations the leads are generated or produced by :
1)Inbound Calls.
2) Out Bound Calls
2)Rep Generation.
Process of sales in Tele-sales
Inbound calls (hot leads)
The Client who wants the product or services calls up the tele-marketing organization and ask for the products or services. The Teli-marketing person or sales representative explains the customer about the products and services and convince him to buy the product or services.
Outbound calls
These calls are made from the exiting leads given to the sales representatives at which they have to work and generate the sales out of them. this process is called as Cold calling. Its a very challenging job as the exiting clients at the sales person database knows each and everything about the products and its services and also the prices.
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