Many times we don't see the amount of sales pressure we add to the call when we use our sales scripts. There are several red-flags that wave when we open our mouth on a cold call and if we are not careful it can destroy our call before it gets started.
Red-Flags are simple signs are brains alert us too as a warning. Most red-flags in cold calling are generated because of stereo-types from past sales representatives. Red-Flags generate sales pressure in cold calling. This will cause you to lose a prospect at "Hello" if you are not careful. The easiest way to ensure that the prospects are willing to listen is to avoid using the red-flags of cold calling.
Below are some of the red-flags of cold calling:
script reading: Many of us use some sort of script when making our cold calls. Sales scripts add pressure to the prospects because not only do they recognize that you are using one but they automatically associate you with other "salesman" before you, and assume you are calling to "get money out of them". These are two things you don't want on your shoulders before you even start your call.
Over enthusiasm:This is another big red-flag. Over enthusiasm is taught to us in sales training and it is meant to get the prospect enthusiastic about your product or service. However how can you expect them to get enthusiastic about something you aren't even sure they can use yet? The enthusiasm in your voice should increase naturally throughout the call not from the beginning.
Pushing the Sale: Think about how you feel when you walk into a department store and in every aisle you are bombarded by an employee asking "Can I help you?" "Do you need anything" and on and on. You probably feel over whelmed. Or how about when you have already told the agent "No, you aren't interest"
and they continue to go on and on anyway? This is how the prospect feels when you attempt to push the sale onto them after they sent you signals that they are not interested. A big red-flag.
Talking about you and your company: In sales training we are often told to start the conversation with a spiel about who you are and your company/product or service. This is a classic sign of salesman. Instead try and start your conversation talking to the prospect about them. After all this is how most of your conversations start out, why not in cold calling?
Remember it is up to you to make your prospect feel comfortable talking to you. Listen to them and do your best to help them and you will see the difference.
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