3. Goal of the cold call.
• With any type of the call, the only goal is - to
get a physical meeting with a relevant
company representative
4. Before the cold call
Know exactly what you are going to say, sell
•Have your agenda at the table, also a pen and a
piece of paper
•Have a short text with the names and numbers
about our organization
5. Cold Call Structure
•Introduction – make it short and highlight the
info
•Ask if the person can speak with you now
•Present the goal of your call (do NOT try to sell
the TN or project by the phone, book the
meeting)
•Book the meeting (give options or ask them is it
better on the beginning of the week or in the
end, question)
6. 4 steps of selling
1.Finding the need
2.Making the customer aware of the
need
3.Finding the solution to the need
4.Delivering the solution to the need
7. Following up
• Always mail the minutes of the meeting to the
person you met through your appointment.
• The minutes should include: A brief
description(in bullet points) of what
happened.
• The date and time of the meeting.
• The follow up dates and time.
8. Rejection?
• Never come back from a sales appointment
empty handed
• The least you can get from an appointment is
further leads and contacts
• In a BD appointment there always is scope for
in kind raising.
9. Things not to do during an
appointment.
• Going Alone. TRY and go in pairs.
• Mentioning the Finances too early
• Sounding desperate/contradictory
