Calling for new business relationships is a frequent use of salespeople. The real purpose of our daily sales calls is to let customers use the products we offer. If we don't touch the customer first, we can't let him use the products we offer.
Calling is the beginning of sales. So this means that we have to have an hour each day to pick up the phone, and no matter how good or bad we think we are at the time, we must make sure to start contacting the new relationship.
In order to succeed, you must call one hour each morning and be sure to arrange an opportunity to meet with the client. In order to succeed, you must pick up the pen and write the words "call new customers" in the schedule. If you do this, you will attach great importance to this activity and will be more likely to benefit from it.
Often, a better, simpler, and more reliable way to ensure a new commitment is to spend an hour a day calling and proactively reaching out to people you don't know.
Make a phone call draft
Sales people need to take some time to practice the draft phone draft, write a personalized phone draft, and keep memorizing it until you really remember it. This is very necessary. Each phone draft consists of four elements. If you want to change the order of the four elements, omit the elements, or add some materials that are not listed, your performance will be greatly reduced.
Element 1: A statement that draws attention.
When you come into contact with a new company leader, one of the things you want to do is to get the attention of that person. A better, simpler, and more professional way of attracting attention in a conversation is to say "hello," and then mention the other person's name.
Element 2: A statement of identity.
Indicate your identity or introduce your company. Some advertising materials can be used if appropriate. As long as you keep it short, you can use whatever phrase you want. For example, “I am the TOM of the EDI Management Group. I don’t know if you have heard of our company before. Our company is a leading sales training company in China and has trained nearly 500,000 people.â€
Element 3: The reason for the call.
Simply list the benefits you can bring to your customers. Here's one of the sayings: "I am calling you today because the company is in contact with companies in the region, arranges a meeting with them, and uses our company's previous training to improve sales efficiency for other companies. Achievements tell them that they want to be able to work with them."
Element 4: Complete the statement to arrange the meeting.
The latter element is not about selling products or services, but about scheduling a meeting. why? Because you are still at the beginning of the steps, you can't make a suggestion now. Instead, you should ask for specific actions in the next step, suggesting a face-to-face conversation in a straightforward manner. Here's what this statement might say: "What I want to do is to arrange a meeting and tell you something that our company has been doing. Is it suitable for you next Wednesday at 3pm?"
Master the initiative of dialogue
I used to call the CEO of a national telecommunications company. At first, he didn't want to see me because he knew nothing about me and my company before I contacted him by phone. The dialogue between us is as follows:
Me: I would love to meet you and discuss with you what services our company can provide to companies in the telecommunications industry.
CEO: (interrupted) You can send me some documents first so that I can understand your company.
Me: But I want to see you more. What do you think about Wednesday?
CEO: (Stop), I don't have time on Wednesday, Friday.
Me: Ok, how about watching one o'clock in the afternoon?
CEO: Ok.
Since I started talking from my own position and suggested the specific date and time of the meeting, I got this date. The result of the incident was that after the meeting, after the specific negotiation, our company and the telecommunications company signed a valuable contract. From this point of view, my second request for a meeting was really not in vain, and I received a generous return.
In the process of making a call, the salesperson must have the initiative in the conversation so that he can decide on the next meeting to discuss something that is beneficial to both parties. We must have a clear goal, and at the same time make sure that we don’t mess up and not let the conversation out of control.
In fact, there are many similarities between signing a commercial contract and playing a game. If we want our opponents to be happy to play with us, we must take the initiative and throw the ball out first. When we do this, the opponents will react differently - the ball may fall from their hands, may turn, they may avoid it, or throw the ball back. We should always be ready to throw the ball out again so that the opponent can catch it. But the key point is that we have to take the initiative and throw the ball first. We must say: "We will meet on Wednesday to discuss what we can offer to certain companies in the telecommunications industry." We must also say, "Come on Monday to discuss the work."
Predict all reactions
All so-called objections can be classified into five types. The reason for saying "so-called" is that the relationship has just begun, and there is nothing left to be opposed by people at the other end of the line. The key is how to effectively change the reaction of others and repeat the statement you arranged to meet. In other words, deal with the response effectively and politely reaffirm your request for the next step.
Below are the types of five reactions.
Reaction 1: Not interested. The transformation you have made for this is also very simple, as long as you can realistically introduce what your company has done for companies that have said the same thing to you. Your answer is to use past experiences and emphasize the benefits of working with your company.
Reaction 2: I am very satisfied now. In order to change the reaction of others, we can simply and effectively say: "In fact, many people who have worked with us have told us the same thing, but then our company has the opportunity to prove to them that we can indeed Do something useful to supplement. Let's meet and talk about it. How about two o'clock on Tuesday afternoon?"
Reaction 3: Send me some information first. Another very common answer sounds like this: "Why don't you mail me some information first?" You can have a variety of answers to this question. I suggest you say this: "I don't like mailing information. On the contrary, I prefer to meet and talk. How about two o'clock on Tuesday afternoon?"
Reaction 4: No time. "I don't have time" is also an objection. Here's what this conversion might look like: "The only reason I'm calling you is to schedule a meeting. Is it OK at 3pm on Tuesday?" In short, be sure to regain control of the conversation process and try to move forward. Ask to arrange a meeting.
Reaction 5: The other party asks some questions that are not easy to answer. For these problems, the salesperson can't avoid it, and can't answer it in a vague way; instead, he should stick to his foothold and pull it back to his starting point through a transitional answer and question.
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