Some more general points from this morning’s cold calling discussion:

Some other items to consider:

-Be positive – it is only a phone call

-Stand up-your tonality is better, you’ll be less anxious and less distracted

-Don’t get verbal diarrhea

-Have a hook, don’t try to do a data dump

-Qualify the next step – no fuzzy phrases (“I’ll think it over”)

In the end, you need to be able to answer (well) this question from the prospect:

What do you know about our company?

We use a modified approach when phone screening candidates.  We ask them how their skills and experience fit the criteria listed in our ad.  The Rock Star pulls his hair out on some calls since it is obvious the respondent does not recall the ad nor do they have it in front of them.  Since our phone screens are prescheduled, we’re always a bit concerned about salespeople who do not have the ad available during the call.

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I’ve been reading much about cold call techniques this week which is good because I am a lousy cold caller.  An interesting discussion occurred at a networking meeting I attended this morning regarding cold calls.  There are 5 cold call basics to maintain before each call:

1. What does the prospect company do and what industry are they in?

2. Based on quick research, in what areas does the company need help?

3. Based on what you know, what is the value you bring to them?

4. Who at the prospect’s company will recognize your value?

5. What are the other unique aspects your company brings to this discussion?

The point is that any salesperson making a cold call should be able to answer these 5 questions before making the call.  We have encountered salespeople who attempt to build an encyclopedia about a prospect before picking up the phone.  Bad move.  But if you can answer these 5 questions, you will greatly improve your cold calling success.

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I have a weakness for bizarre interview questions so Yahoo’s Oddball Interview Questions was a must read. Apparently these questions are couched as a method for determining if a candidate will fit into the corporate culture.

Right.

Anyway, the article provides more insight into how to handle these questions as opposed to the actual questions themselves. Still, a couple of dandies are in there:

“What would I find in your refrigerator?”

“What did you want to be when you were 10 years old?”

You know, some times just having an open, clear discussion with a candidate will accomplish more than some loaded, oddball question.

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