Date 03/16/2008

Defrosting The Cold Call
     If you're like a lot of salespeople, you hate the thought of cold calling.
     With a game plan, you can make your fear of cold calls a thing of the past. Keep these tips in mind the next time you pick up the phone.

Do Your Research
     Never go into a call without knowing who you're calling. If you are calling a company that might benefit from your product or services, visit their website to find out as much as you can about them.

Get A Plan
     Don't make the objective of the call about making a sale. Make your goal to get an appointment. No one is going to agree to buy something over the phone.
     Once you get in the door, you can easily make a compelling case as to why your product is superior and beneficial.

Make A Script
     Create a basic outline of what you want to cover in your phone call, but don't read it verbatim. You'll want a general introduction of yourself and your company, and a mention of why you think they should take a look at your products or services.

Make Friends With The Gatekeeper
     It is extremely hard to get past the receptionist or assistant who often answers the phone. Be as pleasant as possible, and ask them to help you to win them over.

Educate Yourself Before Calling
     If you have a new product line or service, dedicate time to learn about it, its features and how it can help your customers.

Questions
    Make sure you ask potential customers the right questions. Simply asking if someone is interested in your product isn't going to make a sale. Instead, focus on asking questions about the problems a potential client has that your product can fulfill.
     Ask questions to get "yes," not "no."

Objectives and Commitment
   You should have an objective with each call you make, and you should ask for a commitment from each person who shows interest in your product or service.

     Source: LifeTips publishes more than 80,000 tips to more than three million monthly viewers.