new business/cold calling techniques
Discussion
Do your research- use LinkedIn, Duedil, local press, networking and so in to find out who is who in organisations you really want to target.
When you're in the field, bowl in totally cold to businesses nearby your pre -booked appts and get chatting to people. Build intel and make sure your record keeping and forward diary planning is s
t hot. If you promise to do something, under promise and over deliver. Make that a habit.
Always ask for referrals when appropriate.
You have two ears and one mouth. Ask open questions and use those items in that ratio (listen more than you speak. Take notes and look interested in their business).
Don't waste time rubbishing the competition- concentrate on your own strengths and if they're unique, make that clear.
Look up SPIN selling (loads on Google). Don't think of it as rigid guideline but do consider the principles of it and how you might apply them.
There'll be bad weeks and good weeks. The most successful sales people are generally (and it is a generalisation) the ones who work the hardest. Assuming you're not crap at selling (not many people are a liability), the more effort you put in, the more deals you'll get, the higher value they'll be and the more you'll earn.
There are millions of people out there selling with millions of words of advice. Keep an open mind, be prepared to learn from them and work hard. You'll struggle to fail if you approach it that way.
When you're in the field, bowl in totally cold to businesses nearby your pre -booked appts and get chatting to people. Build intel and make sure your record keeping and forward diary planning is s
t hot. If you promise to do something, under promise and over deliver. Make that a habit.Always ask for referrals when appropriate.
You have two ears and one mouth. Ask open questions and use those items in that ratio (listen more than you speak. Take notes and look interested in their business).
Don't waste time rubbishing the competition- concentrate on your own strengths and if they're unique, make that clear.
Look up SPIN selling (loads on Google). Don't think of it as rigid guideline but do consider the principles of it and how you might apply them.
There'll be bad weeks and good weeks. The most successful sales people are generally (and it is a generalisation) the ones who work the hardest. Assuming you're not crap at selling (not many people are a liability), the more effort you put in, the more deals you'll get, the higher value they'll be and the more you'll earn.
There are millions of people out there selling with millions of words of advice. Keep an open mind, be prepared to learn from them and work hard. You'll struggle to fail if you approach it that way.
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