A Sales Guy’s Dream to ‘Master’ the Pitch Perfect Cold Call!

There are certain things that I confidently considered to be a cakewalk for a person of my talent and smartness. But it turns out unbelievably impossible when I try my hands at it. And from thereon, I never even think about a possibility of me doing it with perfection. Same is the case with most sales professionals who pretentiously claim to be a legend at handling lousy customers with their inspiring communication skills.

But when you notice them actually during a call, the self-adjudged Tigers of sales appear to have   transformed into a clueless mice, running for their life just to survive anyhow from those dreadful claws of the Customer unless the call is put down by him. As soon as the call disconnects, they will stare blankly at nothing in particular, hold their breath and turn back towards a colleague sitting beside them to share the legend of their unworldly communicative skills. Just about time their tale is nearing a finish, the next call would arrive(and so do the stammering).

This is the average behavior pattern of a majority of sales representatives which you would find on an average. It’s too much average to impress anyone. Not to say they are bad but rather i want to point out their inability to even try. They would devise many different answers for those clueless moments that they wished they could have changed for ‘better’ impression. But in reality, they don’t and it is what actually matters at the end.

During the heat of a conversation, these skills go in hiding and all they could manage is numb recital of customary call scripts in broken incomplete phrases and with a minute the Tiger ends up pleading before the cussed customer. No objective or intent in particular, not even a weak attempt to retain their ground.

It is like going for war and give up by hoisting a white flag as soon as the enemy gets visible at the farthest distance from the other end of the horizon. Is that a pitch perfect cold call? If not, why not learn the conceptual approach to sales which might help the cause, even if just a bit.

No human is perfect and neither one would ever become. But your communication doesn’t demand perfection. So a pitch perfect cold call is just a myth. But when you give up right before time to take ‘action’. You do not just quit but you give up any hope to at least try resisting.

Make a Determination of steel and follow these conceptual steps for approaching a potential customer. It will definitely make difference and that for better.

First – Reach Out to the Decision Maker

A cold call must be polite, no matter what the condition may be, but politeness has to be an unarguable compulsion for you. When you start politely and make your queries with humble requesting overtone, you will hardly get a harsh reply and this helps to start a healthy conversation. After getting nominal queries, your aim should be to ask an access to the potential decision maker.

What’s the intent?

Always remember to make sure that you pitch for sale to the person who is responsible to make decision of whether or not to purchase. If you pitch for sales to everyone as soon as the call is picked, you are being foolish enough to waste your time by pitching for sale to a someone who isn’t your target to be honest.

Second – Time the Call Aesthetically

Reaction that you get from a customer should be kept in my mind. The idea should be to call at a time when the probability of customer having a relaxed conversation is better and he is not in hurry to resume to work. Therefore, morning or evening (depending upon the type of product/service to be pitched) is always have a better chance of having a relaxed conversation.

A healthy start first up is always a positive factor in a sale. As most sales people would know if even a bit experienced, a bad first impression may turn out to be the last impression. Don’t mess it up by calling on odd/busy hours of the day. You would never want to get into your customers blacklisted numbers, will you?

What’s the intent?

A fresh start always leads you to explore the opportunities and present a better conversation for an impactful sales pitch. The impact of a pitch will never come at a time when a person is frustrated from the mess of files over his head. A cool, calculated and composed posture always helps you take a more precise aim on the target. Never get unnerved and start slowest to begin with.

Third – Know Your Target

When you talk with someone and you show some genuinely positive information about him, it sets up an instant connection with the probable customer. Appreciating his work, and other attributes make him listen with much more interest than he would else be taking.

Whats the intent?

Search details about your target and collect as much as you can about him from various online sources. These days, a sales guy has this really positive point. Try to throw in random compliments which makes him feel good about himself. But please don’t overact or overdo anything or else, trust is the last thing he would do on you as a person.

Fourth – Prepare a Planned Approach to Pitch

When you have information about your target, the best thing is assess the compatibility that eases you to introduce your product. Therefore plan set up a stage and present your product by focus entirely being on the product. Have a script but don’t sound scripted. Preparation would make for a very flexible and adaptive pitch which guides you back to the right path as you turn away from it.

What’s the Intent?

A Perfect Pitch…

The Art Of Saying ‘No’ In Sales

A Sales Executive said, “I made it a policy to say “yes” just about every time, but instead of being rewarded for it, it seemed as though I was being punished. The more my clients heard “yes”, the more they demanded, and the more chaotic my life became.”

Being a sales executive is not easy, he has to manage a lot of uphill tasks and listen to customer query now and then. Sometimes it becomes really confusing for a sales executive to think between, whether he should agree with the client or just say ‘no’ as he might lose his prospective customer when disagreeing with them. Fears make a sales executive to always say ‘yes’ or some think that to maintain the relationship with them is this strategy.

What fears?

  • Fear of losing a client
  • Fear of being judged wrongly
  • Fear of making your client feel bad

In order to make clients happy, a sales executive often say “Yes” to them and therefore forget the consequences caused after saying a “yes”. Research have even found out that those who have difficulty in saying no, are more likely to experience stress, burnout, and even depression.

Most of the time a sales executive words to its customer are not trustworthy but the promises are often broken just like a bubble. When a bubble is blown out it tends to get burst after some time, the same happens when a sales executive promises too many things to its customer, a time comes when it tends to break.

How to overcome these problems? Learn the art of saying ‘No’!!

Check out few tips that can help you in overcoming your fears and how can you say ‘No’ easily to your clients.

Tip # 1 : Know Your Boundaries

Being a sales executive while talking to customers, you should know your boundaries within which you have to talk.

Suppose, while talking to your customers when you turn them down then you have to deal with the consequences which may make you feel irresponsible but what if you say yes and you cannot take that responsibility afterward. So, it is clever for you to say that you cannot do it beforehand. This will not make you any less or weak but instead of taking the pressure afterward you just can say simple lines like,” It sounds like I’m not the best person for this task”.

Tip # 2 : Promise Only That What You Can Fulfill

It is often considered customers are god and some people think that to say no to customers makes them unhappy which might make them loose. But, what is the use of promising unrealistic things when you cannot fulfill it? When you have learned how to say ‘no’ to your customer then the ball is in your court. Making them available even after saying no is the key. But instead of saying yes and you cannot fulfill their demand makes your bad image and may have some ill consequences. You can say, “It is not with me still I will try to look into the matter”.

Tip # 3 : Provide A Long Dedicated Explanation

Every customer may not understand the same way, some may want full details about your product or service so that they may feel assure that they are spending their money at the right place.

Suppose, When your customer is mad at you and want you to look into the matter, then instead of yelling at them and saying yes without giving a thought but provide them the reason of such situation and a lengthy and dedicated one. This will make your customer feel that you are talking genuinely and his money is in safe hands.

Tip # 4 : Don’t Let Customers Push You

Customers often know how to make their work done, even the right or wrong way. When customers force you that is when they want a certain work to be completed and they insist you to do it, even if you are not capable of doing it.

By not letting them push you ultimately helps you, as one cannot work on something forcefully. Be humble, respective and show sweet gestures that make them not to cross the line.

Tip # 5 : Keep A Counter Idea Ready

When talking to your customer, it is not easy for you to always agree with their terms and conditions. There are some or the other points which need to be taken care of.

Suppose, a customer demanded something unusual from you and being a sales executive you have to come up with another counter idea so that your customers won’t feel offended and agree with your another idea. This also makes your side stronger and helps you in making your customer happy.

I Hope after reading these tips, you will remember that saying “no” to off focus requests allows you to focus on those that are in focus.

Some Don’ts While Conversing With Clients:

These are some don’ts which you should avoid while conversing with your client.

The strategy is simple, what you need to do is to be a little respectful and sweet towards your clients. Saying ‘no’ to new commitments makes you focus on the already said ‘yes’ commitments.

Also Read : Qualities Which A Sales Person Should Have.