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12-02-2017, 08:18 AM | #46 |
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Just won't answer if I don't know the number. That seems to be the MO of today's society. Although, can anyone explain to me why no one leaves a message after they weren't able to make contact?
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12-02-2017, 08:20 AM | #47 |
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I've done quite a bit of this over the years. It's become much harder over the past few years, because people insulate themselves. Receptionists are told to dump you into voice mail, or if you do get a person they'll say "send me an email" and then they ignore it. I start by making sure I'm talking to the right person, the actual decision maker who would pull the trigger on buying. Lots of times its not who you think it might be. Or, there may be multiple departments or divisions within a company, and you may strike out with guy A, but sell guy B. If they say they don't need or want what I sell, I ask the follow up of "is there anything that you DO buy, that you either have trouble getting, or think you should be paying less for, or have trouble with getting in a timely manner?" Hey, if there's something they buy a lot of, and I can find a way to get it to them cheaper, better, faster, I'll think outside the box and explore that possibility.
Other general tips: Don't call the first work day after a Major Holiday. On Mondays don't call until after lunch. On Fridays call in the morning only. Best time is usually from about 9:30 till 11:30 or afternoons from 1:30 till around 3pm. That's the hours most people are in serious takin care of bidness mode. Also, even if they say no, try to get an email, and then send them a thank you for taking time to speak to you. If you are able to convert a cold call into a sale, make sure to send them a handwritten thank you card after the first sale. Building personal relationships with your customers is key to longevity. Last edited by gblowfish; 12-02-2017 at 08:26 AM.. |
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12-02-2017, 08:25 AM | #48 | |
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Honestly, you have to do what it takes to get a funnel to appear, them managing your opportunities becomes your next challenge. Then there's hometeam who teaches you how to get the ones that try to get away...or at least he used to.
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12-02-2017, 08:26 AM | #49 | |
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12-02-2017, 08:30 AM | #50 | |
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Text book accurate.
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12-02-2017, 08:30 AM | #51 |
Be Kind To Your Pets
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Businesses usually have a culture about accepting cold calls. Some don't want to give opportunities to any cold callers. If they want to buy something, they leave it up to their purchasing guy to go out and find what they want. The internet makes that a lot easier than it used to be.
But some companies will consider a cold call if it's a legit company, and they may actually get a better deal on something they buy on a regular basis. If you close your mind to opportunity, you might miss out on something that will actually benefit your company's bottom line. Stevie Ray is right though, if you don't step up to the plate and swing, you'll never drive in any runs. The worst the potential customer can say is no. You don't take it personally, and move on to the next opportunity. |
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12-02-2017, 09:28 AM | #52 |
THIS .... IS... ARROWHEAD!!!!
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Cold calling is dead,
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12-02-2017, 09:31 AM | #53 |
THIS .... IS... ARROWHEAD!!!!
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There is a program I use where you import a list in excel and they have call center call for you soon as someone picks up your transfered the call. 10+ conversations an hour. I deal on C-level but this is what I have my sales team use
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12-02-2017, 09:41 AM | #54 | |
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Agree.
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Man that is so annoying. |
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12-02-2017, 09:42 AM | #55 |
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12-02-2017, 09:44 AM | #56 | |
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Rings when you drive. Rings when you cook. It's like we're all doctors now being on-call constantly. |
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12-02-2017, 09:46 AM | #57 |
Gimme My Berries Back!
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12-02-2017, 09:47 AM | #58 | |
a haw haw haw
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Quote:
That said,the selling process(at least in my experience)is never the same.Be prepared for interruptions and be prepared to go back and do a brief summary of what was discussed prior to the interruption.Find common ground with the potential customer,a lot of these people will have something in their office be it a picture,a favorite sports team collectible,awards etc. Usually there's something you can comment on and have a brief discussion to help make said person a little more at ease and make you more likeable. Always remember once they've bought you they own your product because it's an extension of you. Lastly if looking for some great reading on the subject I strongly suggest checking out Tom Hopkins How To Master The Art Of Selling Anything.It's a little dated but there are some absolute gems in his book. Good luck!
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12-02-2017, 09:48 AM | #59 |
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Bleeding Red--What is the name of that call program?
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12-02-2017, 09:53 AM | #60 |
THIS .... IS... ARROWHEAD!!!!
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They just rebranded it but used to be call "ring now" but it was great soon as you were connected their info popped up on screen.
I don't use it now because I've moved up and my younger guys typically use it. When I used to sell SAS used it all the time |
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