HostStage
Elite Member
- May 20, 2010
- 2,083
- 1,836
Hey,
You clicked here because you have to face the cold calling difficulty.
Cold Calling when you receive or emit the call is awfully difficult when you don't know what to do.
Cold calling for most of the people = spam ! Try to remember that as it leads actually to the same maths as mail spam. You want to convert with the mass and not each call you make. But you also want to optimize your success rate.
That said, this kindda of spam is easier as you have a straight answer and you can interact with your targets.
Why this thread ? I used to work in a call center for a cellphone company while i was studying in a business university. I was the seller leader of my callcenter. (i'm not bragging here, you'll see it isn't even nearly difficult)
I had a marketing mission which has known a straight success and was quite popular for the employees and the chiefes. I had to improve something in my company marketing speaking
So back 5 years ago, watching a movie named 'Boiler Room" with Vin Diesel, and i stole the idea from that movie (which is EXCELLENT btw)
Why did i stole the idea ? I had the idea to work on motivation as most of the employee hated their job, was depressed because they were pushed by the bosses to oversell and they were failing achieving their objectives.
So for months, i dressed a guide of the general denials of the customers with a bypassing sentence linked to them. The daily sales number of the callcenter literally exploded !
Enough talking let's go straight to the method :
If you have done cold calling for companies, or for your own customers you would have not missed that the way they refuse is ALWAYS the same :
1) "My wife is deciding" "I don't decide"
2) "it is too expensive"
3) "i don't have time"
4) "i don't need it"
90% of the first degree denials of the customers are summarized above ! You'll find some variances according to the market you are targetting of course.
In the professional market, you 'll find second degrees denials which are a bit more complicated to deal with, but you would have an opportunity to introduce your product.
What you have to do, is to write down the denial of the customers according to your market, you do that for a couple of days. (excel document is perfect)
Then you step down, you look at them, find some inspiration and write down some sentences you feel like would bypass the denial.
For exemple :
1) "Haha you are not wearing the pant, i got it" (joke tone)
2) "oh, you don't want to earn money afterall, because *argument*"
3) "oh well, if i were you i would take the time to make money, isn't it why you don't have time ?"
4) "Would you, sir, at least tell me why you don't need my awesome product,from what you've said *blablabla*
Those sentences has to match with you ! They will more likely drive the customer to justify his denial, and it will give you an opportunity to force the sell.
Then, come the test phasis where you are going to test those sentences, and each time you succeed to go further, you tick the sentence in the "win column", and if you sell something you tick it in another column. When a sentence fails, tick a column too.
You are building your own "Yes Book" !!!
Some general tips :
I) Mood is doing 50 % of the call. Try to smile over the phone and force yourself to do it, it changes the tone without you knowing it.
II) Adapt to your customer.
i.e : Jokes is a great asset (1 or 2) but it isn't for everybody, it may have the opposite effect.
III) Here are the phasis or a regular call which will avoid you most of the denial you'd usually get.
1) Ice Breaking - you need to catch the attention
2) Quick Introduction (you will have denials here, you really need to be quick 1 sentence or 2 at the most)
3) Discovery Phasis - you need to learn about your customers and use everything is says against him
4) Argumentary according to phase 3 and make the customer validates your says. Very important as he can say yes then no and you'll remind him that he agreed before
5) Close the deal
IV) You need to "1 Shot Close" the enthousiastic customer which promises the world but often when you call them back either they don't answer or say you no for silly reason, like "i talked with my wife and ...." and paf you were away from the decision process not much you can do.
V) "No" isn't an answer at first, you need to force a little always, you'd be surprised that you can actually sell even if they say no (referring to the method above)
VI) Avoid AT ANY COST, closed questions which leads to a Yes or No, you'll have a NO because actually you subconsienciouslly asked for it.
VII) Be Positive even if you took in your face 20 No in a row, it will eventually work as you are dealing with the mass statistics
VIII) Don't overtalk, and target your arguments to the discovery phasis, you can go a little further but you'll more likely give a reason to refuse your offer.
IX) Ahhhh women.....Business Women will be harder to convince that's a fact, be prepared for it, they need to analyse, think everything through, they may even follow you for dozen of minutes, say yes to everything and at the end , say no with no reasonnable reason.
POsitive point though, they like to feel they wear the pant.
Their weakspot is when you succeed to break their private life and disclose their feelings. Then, they will be confused between their feelings and business and more opened to you.
X) Don't call your best leads in the first place because you think they are easier, there is no easy call, you were good or bad that's it.
XI) Don't apply this thread line by line, build your own knowledges which will match with you.
I'll conclude with a proven fact that you can't create a need into a target, you will just be able to wake it up even if it is deeply hidden.
So Pick up the phone and go dig deep !
You clicked here because you have to face the cold calling difficulty.
Cold Calling when you receive or emit the call is awfully difficult when you don't know what to do.
Cold calling for most of the people = spam ! Try to remember that as it leads actually to the same maths as mail spam. You want to convert with the mass and not each call you make. But you also want to optimize your success rate.
That said, this kindda of spam is easier as you have a straight answer and you can interact with your targets.
Why this thread ? I used to work in a call center for a cellphone company while i was studying in a business university. I was the seller leader of my callcenter. (i'm not bragging here, you'll see it isn't even nearly difficult)
I had a marketing mission which has known a straight success and was quite popular for the employees and the chiefes. I had to improve something in my company marketing speaking
So back 5 years ago, watching a movie named 'Boiler Room" with Vin Diesel, and i stole the idea from that movie (which is EXCELLENT btw)
Why did i stole the idea ? I had the idea to work on motivation as most of the employee hated their job, was depressed because they were pushed by the bosses to oversell and they were failing achieving their objectives.
So for months, i dressed a guide of the general denials of the customers with a bypassing sentence linked to them. The daily sales number of the callcenter literally exploded !
Enough talking let's go straight to the method :
If you have done cold calling for companies, or for your own customers you would have not missed that the way they refuse is ALWAYS the same :
1) "My wife is deciding" "I don't decide"
2) "it is too expensive"
3) "i don't have time"
4) "i don't need it"
90% of the first degree denials of the customers are summarized above ! You'll find some variances according to the market you are targetting of course.
In the professional market, you 'll find second degrees denials which are a bit more complicated to deal with, but you would have an opportunity to introduce your product.
What you have to do, is to write down the denial of the customers according to your market, you do that for a couple of days. (excel document is perfect)
Then you step down, you look at them, find some inspiration and write down some sentences you feel like would bypass the denial.
For exemple :
1) "Haha you are not wearing the pant, i got it" (joke tone)
2) "oh, you don't want to earn money afterall, because *argument*"
3) "oh well, if i were you i would take the time to make money, isn't it why you don't have time ?"
4) "Would you, sir, at least tell me why you don't need my awesome product,from what you've said *blablabla*
Those sentences has to match with you ! They will more likely drive the customer to justify his denial, and it will give you an opportunity to force the sell.
Then, come the test phasis where you are going to test those sentences, and each time you succeed to go further, you tick the sentence in the "win column", and if you sell something you tick it in another column. When a sentence fails, tick a column too.
You are building your own "Yes Book" !!!
Some general tips :
I) Mood is doing 50 % of the call. Try to smile over the phone and force yourself to do it, it changes the tone without you knowing it.
II) Adapt to your customer.
i.e : Jokes is a great asset (1 or 2) but it isn't for everybody, it may have the opposite effect.
III) Here are the phasis or a regular call which will avoid you most of the denial you'd usually get.
1) Ice Breaking - you need to catch the attention
2) Quick Introduction (you will have denials here, you really need to be quick 1 sentence or 2 at the most)
3) Discovery Phasis - you need to learn about your customers and use everything is says against him
4) Argumentary according to phase 3 and make the customer validates your says. Very important as he can say yes then no and you'll remind him that he agreed before
5) Close the deal
IV) You need to "1 Shot Close" the enthousiastic customer which promises the world but often when you call them back either they don't answer or say you no for silly reason, like "i talked with my wife and ...." and paf you were away from the decision process not much you can do.
V) "No" isn't an answer at first, you need to force a little always, you'd be surprised that you can actually sell even if they say no (referring to the method above)
VI) Avoid AT ANY COST, closed questions which leads to a Yes or No, you'll have a NO because actually you subconsienciouslly asked for it.
VII) Be Positive even if you took in your face 20 No in a row, it will eventually work as you are dealing with the mass statistics
VIII) Don't overtalk, and target your arguments to the discovery phasis, you can go a little further but you'll more likely give a reason to refuse your offer.
IX) Ahhhh women.....Business Women will be harder to convince that's a fact, be prepared for it, they need to analyse, think everything through, they may even follow you for dozen of minutes, say yes to everything and at the end , say no with no reasonnable reason.
POsitive point though, they like to feel they wear the pant
.Their weakspot is when you succeed to break their private life and disclose their feelings. Then, they will be confused between their feelings and business and more opened to you.
X) Don't call your best leads in the first place because you think they are easier, there is no easy call, you were good or bad that's it.
XI) Don't apply this thread line by line, build your own knowledges which will match with you.
I'll conclude with a proven fact that you can't create a need into a target, you will just be able to wake it up even if it is deeply hidden.
So Pick up the phone and go dig deep !
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