READ TIME – 4 MINUTES
It’s one of the most prominent and heated debates in sales. When a new sales rep starts their career, one of their first questions is often “What is a cold call?”
The reaction from Sales Managers will vary depending on who you speak to.
Some will beam with pride and explain in-depth what is a cold call and how the Sales Rep can use it…
…whilst some will look disgruntled and say that it’s an old-time method that holds no value anymore.
Despite the war that seems to rage on with no end in sight, we believe that cold calling is very much alive.
And not just that, we believe it hasn’t even reached its full potential.
So as we ask the question: “What is a sales pitch”, here are four tips to help you elevate your work.
Convey Crucial Information First
It’s easy to get lost in the adrenaline of a sales pitch.
Whether you’re new to the game or a seasoned veteran targeting a massive prospect, it’s hard not to buzz at the thought.
As exciting as it may be, you must learn to control your emotions. These feelings can often lead to a lack of focus and a poor sales pitch.
Let us explain.
People have short attention spans, and they’re only getting shorter.
If we don’t learn something exciting immediately, we switch off.
But how does this affect your sales pitch?
Well, if people’s attention spans are decreasing, you need to increase the amount of valuable information you share in the first few seconds of your call.
Try to avoid unnecessary small talk and don’t talk about yourself. Instead, immediately discuss what your call is about, why they must hear it and how this call will change their life.
This way, you have more chances to hook a prospect and get them to hear more of your pitch.
A Structure Will Lead To Success
To make a blunt statement: you won’t make many sales if you talk off-the-cuff.
Pulling facts out of the air and chasing direction every 30 seconds will lead to your prospect feeling confused, puzzled and annoyed.
Annoyed people don’t want to buy from you.
So how can you avoid this scenario?
By putting a cold call structure in place.
Your whole sales team should contribute to a sales process that everybody can understand and get on board with.
Having a script for your pitch will make you more focused, prepared and confident.
Give Each Prospect A Bespoke Pitch
As we just discussed, using a script as a foundation to build your pitch is a fantastic idea.
But don’t take this advice too literally; people can tell when you read a script word for word.
You must add a bit of personality to your call.
This is why you should tailor your sales pitch to each prospect.
To help you do this, you should research each of your prospects before you pitch to them.
Understand what their business does, what their pain points are and how your business can help them address these issues.
Combine this with on-hand facts about their industry; they’ll believe you know what you’re talking about.
Relatability is the key to success when you ask “What is a cold call?”
Predict Objections And Master The Art Of Objection-Handling
As much as we’d like this to be the case, not every sales pitch will result in a yes.
In fact, you will face many “nos” or “not nows” in your sales career.
Cold call success rate varies between 2% and 10%. These odds are controlled by you. Your research, your formula, your personality.
So it’s time you learned objection handling.
It’s essential that you have a bank of responses on hand so you’re ready to handle any type of rejection.
Whether it’s because of the lack of a need or because the customer can’t afford your product, you must provide the correct response to overcome a rejection.
It’s a skill you can’t afford to not have.
What Is A Cold Call And How Can I Perfect Mine
Hopefully, you now understand the answer to the question “What is a cold call?”
A cold call should be snappy, informative and persuasive.
It should identify pain points in your prospects and highlight what you can do to help them.
If you need help crafting the perfect cold call, get in touch with our expert sales trainers today.