How to make those cold calls go a little better.

[Pablo]

When making cold calls, the hardest part are those first 30 seconds. You're often bombarded with what I call "knee jerk" objections. They're not real objections, they are just "oh this is a sale call, I don't want to take objections"

A wise person once told me, "you dummy, why are you calling people EXPECTING them to not want to talk to you". You know, she's right, if you begin the call with a positive attitude that you have something good to offer and they want to listen, the call goes much smoother.

Having said that, you still get those initial objections. You know what they are. You get them all the time. Here's my top 5:

1. We don't use 3PL's

2. We're happy right now, thanks.

3. Great, I'll send you some lanes to quote.

4. We do bids in 6 months.

5. We're slow


None of these are real objections, and don't get fooled by #3, it's an objection not a sales opportunity.

Figure out what your top five are and come up with responses that allow you to continue the conversation.

For example #3:

"I'd be happy to quote when I have a better idea what you need. What would my quote tell you about my company right now..... (99% of the time they say "that your competitive")... I've been in business for over 20 years. Do you think I'd be in business if my price wasn't competitive.. (They usually laugh). Then you just continue on with your sales call."

If you have a plan, your prepared. Your calls will go much smoother and you'll be able to qualify more leads.

Go get 'em.

 

[Michael Ludwig]

Excellent, excellent, excellent !!!
Making sales calls are incredibly tough. You only get one chance to make a first impression ... best to have a good plan. Great tip Pablo.

 

[Kelly Money]

Cold Calls

I'm a cold-caller selling products to trucking companies, and I am calling during one the toughest times for the transportation industry.

Talking to people who have come from the brink of disaster and are only now, finally, seeing the light has elevated my respect for the customers I have and the people I am about to talk to. It makes me work harder by making sure I am providing them with exactly what they need. Now more than ever you need to properly qualify your leads and don't waste your time, or others.

The best advice I can give to anyone who sells for a living is not to think about selling. Think about how you can help people today and think about the relevance of what you are providing, both long term and short term. Be self aware, know your strengths and weaknesses. Do this before each call.

The rest is simple... just be yourself and get ready to make some new friends.

 

[Activet]

Consideration

I am sure that most of you get sales calls with the same frequency that I do. When I make cold calls, I appreciate the fact that I'm asking for something from my prospect that's irreplaceable - their time! I will not consider a purchase from a cold caller who does not immediately say who they are, what they want, and ask if I have the time right now or when I might have time available. Especially that guy who tries to sell me promotional hats or pens - he's probably called you. I rarely get a negative response when I show some appreciation and respect for what I'm really asking for.

Objections are welcome as selling points provided by your prospect, if your in the right mindset.

 

[Pablo]

I agree Activet

I absolutely agree Activet. Ask permission first. There are a lot of sales trainers out there that teach "never ask a question that can be answered with "no"" I totally disagree with that approach. Always ask permission. You never know what you're customer is in the middle of when you call. It's just common courtesy.

 

[LogisticaIntl]

Could be a false objection

Always ask permission. You never know what you're customer is in the middle of when you call. It's just common courtesy.

Pablo, great topic.

While I agree that being polite is appropriate (and unmistakenly Canadian), sometimes the prospect will just SAY they are busy, or "in a meeting" when you call and this is no different from the objections you mention in the first post, in that they are an initial reaction to a sales call.

(If you are in a meeting, why did you answer the phone???)

I find that if you allow a prospect off the hook because you ask permission, then it becomes very difficult to sustain a conversation.

I will usually treat the first "I'm busy" or "I'm in a meeting" as a false objection and continue on with my pitch. Then, if the prospect brings it up a second time I will take it seriously and ask when a better time to speak is. I find that allows me an opportunity to get past that initial reaction but is also respectful of their time.

And since we are on a sales string, I will shamelessly mention that should anyone on InsideTransport.com require warehousing services in the GTA, either now or down the road, feel free to contact us for more info and a quote on your particular requirements.

Happy selling.



Chris Shea
Business Development Manager
Logistica International Ltd.
3PL / Warehousing / Freight Brokerage
120 Industry Street (rear), Toronto Ontario M6M 4L8
Tel: 416.767.1700 x22 Toll Free: 1.877.767.1707 x22
Fax: 416.767.1701 Cell: 416.570.7011
chris@LogisticaIntl.com
Logistica - Welcome to Logistica International Ltd.

 

[Freight Broker]

I'm polite, but I don't ask for permission. Permission to speak is granted when the recipient of the call picks up the phone. Do you ask for permission when you're making non sales calls? Uhh...your car is on fire..is it ok to speak to you about it now? Of course not...so when you ask permission to proceed with a sales pitch then you're basically letting the other guy know yours is a low priority call.

Don't worry..if the person you're calling is busy they'll let you know! Asking for permission is also weak...you come across as a beggar. You have something valuable to offer (or you should anyway)...so don't start the call with an "excuse me I'll make this short can I please have a few minutes of your time?" That sucks..Start out by asking a few simple questions to qualify the prospect...that lets him know you're not a phone flogging freight beggar and that you're only looking for QUALIFIED accounts. That's what I do...I DO NOT want most accounts...too many pay slow if at all..and too many have bastard freight that is hard or impossible to move..

 

[Pablo]

Thanks Freight Broker

I should have you come in as a training consultant for my young sales team!

Some how they always get the hot new customer with one skid of frozen pork from New York City pick up at 4pm on a friday afternoon and deliver first thing Monday morning in Montreal.