Forums: Discussions for entrepreneurs and small business.

I have read several book on cold calling they talk about getting the appointment is the goal however .... for me I have to get the client to use me to book freight ...how do you close the sale that way I`m really having a time with this if anyone could help me with a script or one on one I would appreciate it thanks

Jd

I`ve been to a number of seminars on just this subject.  And, I`m a full believer in scripts.

 

I have a script.  I even used it once. But, I hate cold calls, and I know my clients do, too.  So I avoid making calls at all costs.

BUT...

If I even need to make a cold call, you can sure bet I`m going to write down the major points I need to make - including mentioning my name and phone number at the beginning and end of the message, why what I have will benefit who I`m calling, and determining when we can either get together to disucss the details.

 

That way, if I get voicemail, I can still get all the information to them in a clear, concise manner with minimal "ahs" and "ums".  And, if I get to talk to the person... well, I can always check my notes to make sure we`ve gotten everything covered. 

 

I may know my stuff and why it`s the best, but if we get off topic, it`s good to have at least a list of items I wanted to cover before we hang up and I think to myself --- oops, I meant to ask about ...

 

Scripts are great!

 

CD -

Ric has given you some excellent advice. Now, in the form of simple declarations, I shall also contribute. CD, you have just been shown into my office. I turn in my chair and say to you:

 

"I don`t know you."

"I don`t know your company."

"I don`t know what you sell."

"I don`t know your personal reputation."

"I don`t know your product`s reputation."

"I don`t know who your customers are."

"Now, what was it you were trying to sell to me?"

 

Without these expressed doubts having first being resolved, any passion you demonstrate in my presence will convince me that you are either a huckster, a flim-flam artist, or naively deluded. When I was associated with the training of pharmaceutical sales representatives, it was established at the time for the initial-hire training period to last three months at our home base training school. The biggest challenge for the new sales recruits was learning how to stay on message despite distractions to the doctor from patients, gatekeepers and phone calls. The second `biggest` challenge was to train the sales representative how to field and answer all questions, and to be confident that the doctor got and understood the sales message.

 

Sounds fairly simple and direct, doesn`t it? Well, CD, it`s just the opposite. Imagine delivering a ten-different-drug sales presentation to a pediatrician who sees 70-80 patients per day, and the doctor graciously gives you five minutes to have your say. Now, let`s make it more interesting: What if the pharmaceuticals you were selling were old and me-too products? Nothing new, nothing exciting. How much persuasiveness and passion could you muster day after day?

 

Sales is a science, CD, and from what I`ve read on his site, Ric Willmot is one of the better sales scientists in this neck of the woods. Go to ExecutiveWisdom.com and reap the bounty of benevolent experience and Ric`s willingness to share. Now, if you need marketing and advertising advice, drop by and touch base.

 

Don McKay - www.donmac-ideas.com

I have found that a very effective sales technic in a retail setting is what is called the "Walk Around".  I learned this from a really talented sales man who came out of the automotive sales arena.  Basically, you walk around the car and casually explain, and point out all of the car`s features.  All-the-while maintaining a conversational tone, asking questions and paying attention to verbal ques from the prospect.  With respect to cold-calling, I adapt the same technic while I am on the telephone; making every effort to remain conversational.  Essentially, I visualize the "Walk Around."

 

What this allows me to do is have a "conversational script"; so I am not "stiff" but I am effective at covering all the points necessary to get the prospect to the next stage in the sales proces.

 

I hope this helps.

Joe Luca - Having at one time been responsible for moving Chevrolets off the showroom floor and out the front door, your `walk around` analogy is spot on. That`s the way I did it.

 

Don McKay

 

Thank you very much for your critique, Don.

Your words and sentiment are greatly appreciated.

You must engage your "prospects" in a conversation.

 

Good lead generation identifies, initiates and nurtures relationships with the right people. This will make them sales ready.

 

The right value proposition, delivered with the correct tactics and on a consistent basis, puts timing in your favor.

 

Wishing you success,

Renny Raymundo

www.grindstone.com