goodchillers

This new cold calling approach is cooling room Manufacturers designed to engage people in a natural conversation. The kind you might have with a friend. This lets you both of you decide whether it’s worth your time to pursue the conversation further. The key here is never to assume beforehand that your prospect should buy what you have to offer, even if they’re a 100 percent fit with the profile of the “perfect customer.”

If you go into the call with that assumption, prospects will pick up on it and The Wall will go up, no matter how sincere you are.Avoid assuming anything about making a sale before you make a call. For one thing, you have no idea whether prospects can buy what you have because you know nothing about their priorities, their decisionmaking process, their budget, etc.If you assume that you’re going to sell them something on that first call, you’re setting yourself up for failure. That’s the core problem with traditional old-style cold calling.

The thing is, when you ask for help, you’re also telling the truth because you don’t have any idea whether you can help them or not.That’s why this new approach is based on honesty and truthfulness. That’s why you’re in a very good place to begin with. When they reply, “Sure, how can I help you?,” you don’t respond by launching into a pitch about what you have to offer. Instead, you go right into talking about the core problem to find out whether it’s a problem for the prospect.So you say, “I’m just giving you a call to see if you folks are grappling (and the key word here is ‘grappling’) with any issues around your sales team chasing prospects who turn out to never have any intention of buying?”