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:<\/p>\n
\n1. What does the prospect company do and what industry are they in?<\/p>\n
2. Based on quick research, in what areas does the company need help?<\/p>\n
3. Based on what you know, what is the value you bring to them?<\/p>\n
4. Who at the prospect’s company will recognize your value?<\/p>\n
5. What are the other unique aspects your company brings to this discussion?<\/p>\n<\/blockquote>\n
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.<\/p>\n","protected":false},"excerpt":{"rendered":"
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… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[9],"tags":[],"class_list":["post-1185","post","type-post","status-publish","format-standard","hentry","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-j7","jetpack-related-posts":[{"id":579,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/of-cold-coffee-and-closing\/","url_meta":{"origin":1185,"position":0},"title":"Of Cold, Coffee and Closing","author":"Derrick Moe","date":"January 16, 2007","format":false,"excerpt":"This is not the way to start your day - it is -20 degrees here this morning in New Prague, MN. That's pretty cold even by our standards. Next I read that there is going to be a coffee bean shortage next season which certainly means that prices will be\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":233,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/how-to-hobble-a-sales-day\/","url_meta":{"origin":1185,"position":1},"title":"How to Hobble a Sales Day","author":"Derrick Moe","date":"August 14, 2006","format":false,"excerpt":"Justsell.com has a helpful daily sales email that contains practical tips. Today's offering (no link available): Top 3 activities that can hobble a sales day... talking with people who cannot move the sales process along unnecessary research activities What's too much? There's really no definitive answer -- it's particular to\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1171,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/crashing-on-a-cold-call\/","url_meta":{"origin":1185,"position":2},"title":"Crashing On A Cold Call","author":"Derrick Moe","date":"September 7, 2007","format":false,"excerpt":"Cold calling is a disappearing art, but still a needed component of any sales position.\u00a0 I have made my share of truly cold calls especially as a young salesperson.\u00a0 I was awful (and still am today).\u00a0 So any help in this area always catches my attention. ManageSmarter.com has a terrific\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1186,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/cold-call-potpourri\/","url_meta":{"origin":1185,"position":3},"title":"Cold Call Potpourri","author":"Derrick Moe","date":"September 14, 2007","format":false,"excerpt":"Some more general points from this\u00a0morning's\u00a0cold 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\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1213,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/creativity-in-selling\/","url_meta":{"origin":1185,"position":4},"title":"Creativity In Selling","author":"Derrick Moe","date":"October 1, 2007","format":false,"excerpt":"Much of the filtering that occurs in sales hiring incorporates the all-too-familiar standards of industry experience and college degrees. The interview follows a step-by-step history of their career much like the old TV show This Is Your Life. The candidates have learned the proper rote responses to most of the\u2026","rel":"","context":"In "Aptitudes"","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1779,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/11\/14-cold-calling-suggestions\/","url_meta":{"origin":1185,"position":5},"title":"14 Cold Calling Suggestions","author":"Lee Fratzke","date":"November 6, 2008","format":false,"excerpt":"Eyesonsales.com has a short article that lays out 14 steps in making successful cold calls.\u00a0 With the lengthening of the sales cycle in regards to the economy, it is important to make sure that your salespeople stay on top of their pipelines.\u00a0 This article has 14 points that can be\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1185","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1185"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1185\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1185"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1185"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1185"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}