A poorly planned pre-sales process
Understand the sales process before the
cold call. It's important to know the
source of the lead. Have
they come through advertisements
or web enquiry or through data
collection via market research?
what happened prior to the call you’re about to
make? compare that to what should have happened!
If the prospect has come through an
advertisement then you can filter the
response based on the advertisement
message. Filtering is an effective way to
reach a warmer enquiry early. Without
filtering you'll end up with more
irrelevant responses and more
Poor handling of initial enquiry
Most companies spend on lead
generation processes and campaigns.
When enquiries comes over the phone,
does the person who takes the call know
everything about the campaign?
Is he/she well trained to handle the
enquiries and convert them into sales?
When enquiry comes be prepared about the
product/service offered, understand how your offering fits
with the prospects situation
Probing questions are important in sales
to uncover the client’s needs, motivation
and desire. During enquiry, the call
should be in control of salesperson to
win new business and customers.
Wrong (or no) focus during the call
Before making cold calls or follow up
calls it’s essential to visualize the
outcome from the call. Call structure
should be designed keeping the needs of
the customer and your objective in mind.
Are you trying to make an appointment from the
call? A sale? Trying to get the prospect to visit you? A
conference call? What specifically are you trying to
Calls without objective are like kites
without strings! These kind of calls drift
away from the sales rep’s control and
clients get the impression that there is
no clarity in the call. As a result they
would want to get rid of the call ASAP.