We all know when cold calling we need to have a precise intro and reason for calling on our prospective buyers. In addition we also need to make them take action after expressing interest in what our solution provides them. But how can we shake things up a bit and differentiate ourselves from every other sales person hunting for business. Ask tough questions. I will be writing about tough questions in the next bunch of blog posts. So the first tough question is a closing question after a call or you can also use this at the end of an email. Here is how it would fly. After you are done with your carefully and professionally crafted message you ask, Whom on your team would you trust the most for me to continue this discussion with? This gets them responding in terms of them, it now gives them the power to delegate and shows him / her that you are firm with your agenda and want your message articulated to the correct party to alleviate wasting time. The best answer is the buck stops at him / her. You immediately put a meeting on his or her calendar and start the process. If you get referred, well you call them immediately after.
I challenge you to use this question. It works great on the phone but also works great at the end of emails. We all know that when we send emails to prospective buyers they might not be the person that directly works with or is responsible for what we are trying to sell. They will feel good about helping you out help you out. Especially if they are in a position of management and your message had a bunch of value in it for him / her.
I would love to hear your experiences after using this question.
Shawn
No comments:
Post a Comment