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The Warm
Call
Turn Cold Calls into Warm Calls by being
prepared
One
thing you cannot debate is that you will
definitely improve your cold calling by being
prepared before the call. We all get calls from
sales people who are clearly unprepared and
embarrass themselves by trying to “lower your
phone bills” when they don’t even know how much
you are currently paying for your phone bills.
Or, they try to get you to refinance your home
when you live in an apartment. Or they offer to
create a web site for your company when you
already have one. If you are prepared before the
call and have done your research on the prospect
you are calling, then your “cold” call actually
becomes a “warm” call.
For most things I do, I have a process, and cold
calling is no different. Your cold calling
process should include the steps, reasons and
outcomes for every call. To begin with, you
should always have a clear purpose for the call
– Why are you calling? Next, have a goal – What
is your desired outcome? Is it to make a sale,
schedule a meeting, or get introduced to the
decision maker? You also have to remember that
in order to get your prospect’s interest; you
have to appeal to his needs, wants and desires.
Remember WIIFM - What’s In It For Me? Of course
the “Me” in this case is your prospect, not you.
Make sure your discussions make it clear that
everything you are asking has to do with helping
his problem, not with you making a sale...Read
More
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CRM
Implementations the Right Way
The
Right and Wrong way to handle your CRM rollout
There’s always a right way
and a wrong way to do most things. In fact,
there’s typically several right and several
wrong ways. So why is it then that many
companies seem to choose the wrong way to
implement their Customer Relationship Management
(CRM) solution? Don’t they read all the articles
and white papers we’ve been writing over the
years that explain why these systems fail and
how to avoid these failures? Don’t they care?
Don’t they believe us? It’s really quite simple,
albeit not very easy. It takes commitment and a
concerted effort to ensure you have a successful
CRM implementation, both strategically and
technically. So, here is the story about two of
my customers; one did it right while the other,
well, not so right.
Let’s call the first one Customer A and the
second one Customer B. Customer A had all the
right intentions. The VP of Sales wanted all his
sales people to keep track of their customer and
prospect information in one central and shared
location; including letters, emails,
appointments, calls, notes, forecasts, and more.
Good start. Unfortunately, the road to Hell is
paved with good intentions and his trip down
below was just beginning...Read
More
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"got
sales?" Archives
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Sales Process
Development
We work with you to define
and develop your sales processes, identify best practices within your
organization, build models that easily and automatically replicate those
processes, and measure the results to ensure an acceptable ROI.
For a free evaluation call (702)655-5652
or click
HERE for more information |
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Got GoldMine and need help? Can't seem to match
your business processes and work flows with GoldMine's
functions? Hire a GoldMine Coach. We can help you.
Download a Free Brochure Here
or call at (702) 655-5652
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PEAK
Sales Consulting specializes
in working with businesses to develop and
implement business and sales processes. Our focus
is to help businesses increase sales revenue,
reduce sales cycles, enhance lead flow management,
develop world-class sales teams, and create
customer retention strategies. PEAK Sales
Consulting develops Sales Process and CRM
strategies, provides sales coaching and training,
and offers sales technology solutions.
Visit us at www.PeakSalesConsulting.com
or call us at (702) 655-5652. Our email
address is sales@PeakSalesConsulting.com
and our mailing address
is 8205 Wooden Windmill Court, Las Vegas, NV 89131
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