Sales & Cold Calling

Important points that a sales person must keep in his mind are as follows:

1.     ABC (Always be closing):

Salesmen must have the zeal of always be closure. If he goes out with this attitude for each and every sales leads of his pipe line then the percentages of his sales closure will definitely increased. Right attitude at right time is very important in sales cycle. You can not sound like beggars, remember that you’re here for business and business doesn’t happen on begging. Your are business associate who are here to help them out in their business and your designation is not less then them, so whenever you work with client go with the attitude that you must get the deal. No doubts and question marks must be their in your mind. Once you face your clients with such an impression, it will reflect your professionalism and dedication towards your work, it will show that you focus is 100% at your work and not here to waste his and yours time. This confidence will always help you in becoming successful salesmen.

2.     A sales person must be S.M.A.R.T i.e.  Self-Monitoring, Analysis, and Reporting Technology.

Cold Calling & Salesmen

There is a strange relation between salesmen and cold leads. Often sales men avoid working on cold leads, as they think that they are waste leads and to generate sales with such leads is very difficult and waste of time. They often forget that most of the business relies or depends on such leads. These clients are ready to buy your products, all they ask if a proper approach towards them.

The process of calling or working on cold/dead leads and converting them into warm or hot leads is called as cold calling.

Here are few reasons why salesmen hate cold calling:

·        “I don’t like rejections”

·        I don’t want to come across that I am desperate for business.

·        I don’t want to sound like telemarketer.

·        I don’t like to interrupt people at work.

·        I don’t know what to say.

These all some of the excuses a sales person may have before going on cold calling. I must say if you have an attitude of this kind a sale will never happen. To get a sale you need to have zeal to have it. “Only a hungry man can have food, a person who already had food will not be able to have it even if the dishes are from the list of his favorites.”  In similar way if you are hungry for some sale then only you will be able to get it else no matter what you do the sales is not coming in. the attitude, “I want this sale and I must get it “ , will  help you in cracking such dead leads.

A sales men hate cold-calling because:

1.     Cold calling ask for hard work. (But I guess sales men get paid for this only.)

2.     The need and desire for instant gratification.: I believe there are two types of people :

·        People who are waiting for rewards

·        People who wants their rewards now even though the pay off may be higher if they wait.

Well sales men makes many cold calls , sometimes such cases irritates them and sometimes they do get frustrated, but they don’t understand the more they call the more they come close to their cold clients. Every “no” is always “no”, the dedication and hard work make such “nos” to “yes”. You need to understand that most of the cold clients says no just because they want to say no & there is nothing wrong with your approach, so don’t get frustrated , the more number of cold calls you make the more you will improve in your sales skills. Slowly and steadily you will come close to your close to your cold clients and once you establish an relation with them it will be very easy for you to sell your product to them.  All you have to do is make as much as cold calls you can and always calculate your ratings, buy this you will also understand where you are going wrong. This will allow you to be innovative as you will try to implement new sales techniques & strategies and if they click you can apply on other of your warm or hot leads.

Let me summarize the sales process:

1.     Make an appointment with yourself for 1 hour/day.

2.     Make as many calls as possible during that hour.

3.     Create a Master list (generating a warm pipe line).

4.     Make your calls brief.

5.     Work without interruption.

6.     Call during prime time.

7.     Don’t quit.

Keep these points in mind. These points will increase the probability for getting sales.

“Note: Remember,”Selling cannot be taught or it cannot be learnt, you can sell something only when want to sell it.” want are desires are  strongest weapons and if you have them you can get whatever you want.”