As a salesperson, you know that cold calling is a necessary and challenging part of the job. While cold calling software can help you be more productive, it will do little to improve your closing rate other than help you make more targeted phone calls. If you want to improve your closing rate, you must follow at least five cold calling rules.
1. Don’t Be Afraid To Ask
While depending on an auto dialer for real estate agents is one thing, many salespeople fall victim to one obvious pitfall: enjoying the sound of their own voice. It would be best if you focused on controlling how much you talk. Talking too much tells a prospect that you only want their money and couldn’t care less about their needs.
Don’t be afraid to ask questions. The only way to help a client is to get them talking. Ask open-ended questions, those that demand an explanation and not just a yes or no reply. Learn about what your prospect needs and then frame your service to help.
2. Being Open and Honest
Dialer software can connect you to a prospect, but it cannot make the pitch for you. When making your pitch, remember to keep the details honest. It would help if you did not fear the inefficiencies of your service. Talking openly and offering transparency is the only way to build a positive and potentially lucrative rapport. Don’t make your product or service out to be the be-all, end-all, especially if you cannot back up your claims.
3. Create Your Script and Pitch
If you want to close more deals, stop winging it. Too many salespeople fall into the category of arrogance, not confidence. They believe they can sell whatever to whomever, and they feel that preparation is needless.
A script is the difference between salespeople that make a living and those that burn out. Your script needs to include a pitch for your product or service, and it should also address common objections.
4. Don’t Dodge Questions
One of the worst things you can do on a sales call is dodge questions. When a client, especially one who did not ask to be contacted, asks a direct question, they expect a straightforward answer, not the run-around. This goes back to being open and honest during the phone call. If their question will highlight a flaw in the service or product, try to turn it around into a positive while acknowledging potential shortcomings.
5. Show Them the Value
Every product or service holds value. Your job is to find the value of what you are offering and present it clearly and concisely to the client. Do not get carried away in a diatribe of cost-benefit analysis. Pinpoint a need your client has and show them your offer can satisfy or resolve the issue.
Salespeople are likely familiar with the phrase, “always be closing.” While it is admirable, no salesperson can expect to close every deal, especially when cold calling. The best thing you can do is prepare your pitch and purchase software to make the job more efficient.