I have noticed on this forum an ongoing, and so far inconclusive debate about how honest to be with prospects you are cold calling in your opening statement.
What i am talking about is whether:
a) to ask the prospect if now is a good time to speak
and
b) stating that "this is a sales call"
Now I have been doing some back to back testing of my own this week and I can now conclude that in the conversations with new prospects (cold calls) where I state that "this is a sales call" and ask them if it is a good time to speak I have had more success than in the calls where I just make the assumptions and plough on regardless.
I know that Sharon Drew uses these two items when she calls prospects, but I wondered whether anyone else has experience of this?
__________________ Lucrum gaudium
#2
Houston
I haven't seen this being debated. My own opinion is to be totally upfront and honest with prospects. I can't imagine what a salesperson could gain by doing otherwise.
#3
Julian
What i was getting at was various ideas about openings and in one pod cast the gentlemen concerned actually recommended that you make the assumption that you have permission to speak to them irrespective of what the prospect actually thinks.
#4
Houston
Quote:
Originally Posted by Julian
What i was getting at was various ideas about openings and in one pod cast the gentlemen concerned actually recommended that you make the assumption that you have permission to speak to them irrespective of what the prospect actually thinks.
That doesn't sound like good advice to me.
#5
Julian
Quote:
Originally Posted by Houston
That doesn't sound like good advice to me.
Me neither
#6
zandrea
I have used SDM's techniques for years and always say this at the beginning of a call. I find that I get very little rejection and quite often it makes the prospect laugh.
I think if people wanted to try this, then set a target of say at least 10 calls where you use this opening and then jusdge the results afterwards
#7
lrobertson
Hello Guys!
I was wondering if you would be open to another view on cold calling all together? I have come to understand that many reasons for rejection is sales pressure and total lack of need for the products or services being offered.
I think first thing in a cold call would be to see if your product or service and they prospect are compatible. You certainly wouldn't want to sell them a wheelchair if they have no trouble walking. Not only does this not make sense but it could offend the prospect as well.
So opening two-way conversation to put out your feelers sort of speak maybe warrented. Also understanding that you are interrupting the prospects daily or current activities when you cold call. So being honest with the prospect should be your first priority. I mean how can you expect them to be honest with you if you can not do the same in return?
Just some food for thought.
Smiles,
Lisa
#8
rwilfong
100% Honesty is essential to a long term successful relationship with a Prospect. Your calls should be so positive and full of enthusiasm that will get them excited to talk to you more and find out what you are selling.
If you have to Lie at any point throughout your call you do not have enough confidence in your product and you better get additional training or find a new product.
The energy and confidence you bring to the phone or that first hand shake determines your closing percentage.
Success,
Rory Wilfong
#9
AZBroker
Quote:
Originally Posted by zandrea
I have used SDM's techniques for years and always say this at the beginning of a call.
Are you referring Sharon Drew Morgen's techniques?
#10
Lance_Best
In business Cold calling is part of life. Just as is networking. You don’t announce before a conversation that "this is a networking opportunity for me", why would you do this in a cold call. If your a good sales person, you'll ask for a sale anyway.
If the person is a "business man or woman" they'll know what's up and understand that this is business. If you're proposing a beneficial sale for them they’ll listen, if not they'll end the call.
Debate about being truly honest in cold calls
My own opinion is to be totally upfront and honest with prospects. I can't imagine what a salesperson could gain by doing otherwise.
