Sales approach Effective Cold Calling

Dr. Madhu Aman Sharma
Sales Approach- Effective Cold Calling
Sales Presentation

This presentation will help you to
engage your customer
Clod Calling
Close your Sales Faster
and Effectively

E
L
A
S
E Engaging
L Learning
A Approach
S Scientific
S SOCIAL
A Ability
L Linking
E ENGAGEMENT

Most Sales
Pep[ole Just
Show to Sell

Successful Sales
people do not
Show They Sell

Cold Call-
You Call to Customer

Start a Sales conversation –Sales Pitch
Most of the Sales people start their conversation with clients talking about their company and products:
Example
Sales Person:
I’m Som calling from K2A Management, a leading provider of IT Solutions / ISO Certifications & Trainings that
increase productivity and save money in the following ways... yada, yada, yada...
Are you looking for Software, ISO certification/ do you have any requirement for Software?
Can I ask you an appointment to show you how is my products and service can help you save cost?
Customer:
Give excuses like : We have no requirement at this time, Okay we contact you later, we ask my concerned
person, send me your company profile and we will contact you, we are busy this week call us later

Example
Sales Pitch
A Sales pitch:
You: I’m Rim Vamva calling from K2A Management, a leading provider of IT Software
Solutions , We have a very good software for any business. Is you company need any
software like HR Payroll, Inventory, Accounting …BLA ABLA BALA
Customer:…. We already have software. Thank you
Do you Do this type of Call

Many sellers think that the best way to cultivate a prospect or sales lead
is to start a sales pitch. Sales pitches consist of two parts:
A description of your offering and its benefits.
An attempt to get the customer to either buy immediately or agree to an
appointment. (The close)
However, sales pitches almost always fail because they flood the
prospect with information and then demand a commitment. It's too
much, too soon.
You're “wasting time.
Out of 100 you will get Only 1 prospect
Your Success Ratio may be 1% or less

Engage your Customer
Your Objective should be to uncover
the needs first instead of start selling .

Step-1
SMART Sales Pitch- Show Benefit
Rather than asking about customer requirement from your client at the beginning of
the relationship should be to start a conversation.
For Example, suppose you're making cold calls.
You: I’m Rim Vamva calling from K2A Management, a leading provider of IT Software
Solutions. We work with Companies like yours to increase their productivity and save
money in the may ways.
If I could show you how to save your company money and increase productivity ,
would you be willing to meet with me for an hour?
Customer:…. Good Sound interesting …..
Show him you are going to help them
Show Benefit

RULE-1
Rather than pitching, your goal at the beginning of the relationship should be
to start a conversation. Means Engagement …
For Example, suppose you're making cold calls.
1. A sales pitch:
You: I’m Som Broeksa calling from ISO Certification Body, You might be knowing
Getting your Company certified can increase productivity and save money and
increase bottom-line profits of Companies Like Yours......
Would you be willing to meet with me for an Hours to show you how ISO Can
help your company to grow faster and increase business productivity and
Increase your company profits?
Customer: humm….. Conversation Started here
Show Them you are
going to help them
Show Benefit

Before you
Start making
a Cold Call

Prepare your Self
for the Cold Call
Step-1
• Research the account prior to the call?
• Learn something about the person and their business
before the meeting?
• Have three value-added points prepared?
• Answer the three important pre-call questions:
 What is the goal of the call?
 What do I need to find out during the call?
 What's the next step after the call?

• Study the prospect’s Business
• Find out about the prospect's personal
interests, hobbies, family and so on?
• Find out the names of contacts in the
account and write them down?
Do Search to gain information about
prospect

• Show the customer your interest in his
business
• Uncover the Needs and gather as much
as information about prospect that will
help you to understand their need?
• Talk Less Listen More?
• Wait for buying signals
Do Search to gain information about
prospect

Help to Speak on his filed on interest, not
what you are interested in
1. You know in advance to whom you are
going to talk and what..
2. The customer will be happy to see you
are well prepared
3. He/ she will be have confidence in you

Rule of the Game
Start a Sales conversation –Smart Way
You: This is Rim Vamva/ Som from K2A. Is this a good time to talk?
Prospect: Yes [or No]
You: Thanks for both scenarios …………………………………………………Appreciate
Thank you very much …Mr. Customer ………………………………………Appreciate
If customer say NO : …………………………………………………………………Appreciate
You: Mr. Customer May I call you at other convenient time of yours, when you
will be free………………………………………………………………………………….Confirm
Customer: Yes
You: Thank you Mr. Customer ( Appreciate), I shall call you later, is that okay if I
call you evening at …time………………………Confirm
If Customer say: Yes/ No
If Yes : You-Thank you very much, I shall call you again at….. Appreciate and
Acknowledge
If No: You- What time do you suits you the most?..................Confirm
Thank you Mr. Customer ……………………………………………………….Appreciate
You get an engagement with client……………You Get your First Step Successfully
Achieved
Remember:
A: Acknowledge
C: Confirm
A: Appreciate

Rule of the Game
You: This is Rim Vamva/ Som from K2A. Is this a good time to talk?
Prospect: Yes
Thank you very much …Mr. Customer ………………………………………Appreciate
You: Mr. Customer I come to know you are opening a new stores ……or I see you
win a good project recently.
Is that Correct …..
Customer : ANSWER Yes or NO
You: Thank you Mr. Customer ( Appreciate),
Mr. Customer My purpose of calling you to show that you can save a cost to your
company. May I meet you for 30- minutes to show how?
Customer: YES Sure
You get an engagement with client……………You Get your First Step Successfully
Achieved
Remember:
Show him his
Benefit

Role Play
One Will act as customer and Second
will act as sales Person.

Cold Call-
Customer Call you

Tring ..Tring…
Customer: Hello is it K2A Management ?
You: Yes
Customer: I am looking for ISO certification/ Software,
How much it will cost?

“HOW TO ANSWER?”
How much it will Cost-What is the
Price?
In Sales we call it Buying signal

“How much does it cost?”
It’s the quintessential opening line of every
potential customer. And you need to know how
to answer it in a way that puts you at an
advantage.
“It happens that way EVERY time,” “And you have no idea
what to say. At that point you barely know their name.
There is so much more you have to know before you can
give anything close to a reasonable quote.”

Appreciate
Identify
ISOLATEKey Approach

Step 1: Say Thanks! Appreciate
You: “Thanks so much for considering [me, our company, our product]!”
The reason to say thanks is that the prospect has you on a short list, and that’s a big accomplishment for
you and your product.
Saying thanks tells the customer that you respect them and you respect their situation. They still might
not pick you, but by saying thanks you open the door to the vital next step in this conversation: asking
questions.

Step 2: Get More Info!
You:
Identify
The next step is to ask questions.
“Thanks so much for considering ÜS “ K2A Management” as service provide for your
company! It’s a big decision and I know how important it is to find someone you feel
reliable and comfortable with.
There is really so much that goes into pricing. May I Ask you few question so
that I may
table a best competitive offer for you.

Step 3: Uncover the Needs!
You:
You task is to keep customer engaged to uncover the needs
Dear Customer “Would it be OK to ask you a few quick questions first to make sure
what we offer would be a good fit for you and your company?”
Customer Talking…………………………………………………………………………
ISOLATE
AppreciateYou: Thank you very much Mr. Customer
And ask next question

You:
You task is to keep customer engaged and uncover the needs
Dear Customer may I ask how soon you need to decide on and what is your decision
making process?
Customer Talking…………………………………………………………………………
AppreciateYou: Thank you very much Mr. Customer
And ask next question

You:
You task is to keep customer engaged and uncover the needs
Dear Customer Let me ask you a final Question: what is important for you Best Price or
Cost ?
Customer: ………..Confused …….what to say
What do you mean by Best price or Cost, Obviously I am looking for best Price.
Appreciate
You: Thank you very much Mr. Customer
I understand making decision is not that easy for you Let me clarify you
difference so that you can choose best fit for you..
Show you are helping him to make right decision

Step 5: Show Benefits to him!
Why They need to choose your product or service?
You: I simply mean to help you to consider the right decision on behalf of your company. You are
about to shell out the money on buying this product or service.. Do you think its important to Get
Maximum returns on Investment?
Let me explain you difference between cost and Price.
This is the time when you can make difference and show the customer benefits of your service
and keep the price secondary issue isolate the objection of Price
By doing this you are you have isolated the issue of Price and put customer mode to trust you.
Creating a Trust
ISOLATE
Customer: Oh Yes you are correct….I also mean to pay for the ROI.

Step 6: Show Benefits to him! Differentiate your self form others
You: I want to make you to deliver you 100% Returns on your Investment.
My objective asking this question to you was to tell you that we focus first to
consider on Returns on your investment, before we finally give you any figure.
Show him here the benefit to win him fully
By doing this you are making sure to your customer that what you want to help them.
Creating a Trust

Step 5: Closing the Call ! This is the time for you to summarize and close the
conversation with further commitment
This is the time when your customer is in your control. Now you have to act in fashion that you are
able to bring your customer to meet you and Win this sale.
Customer: Good to hear you. How soon I expect your proposal?
You: Thank you very much Mr. customer
Ask: I understand your urgency well, May I ask you to meet at ………. With my
best solution proposal for you or may I have convenient time to meet you
with my proposal details and show you your ROI ( returns on Investment)
Appreciate
Confirm
AcknowledgeAgree on time and date and reconfirm

You are close to win 90% You have already closed
Sales Clouser WonTrust Winning % Closing Order
“WAWOO”

You are close to win 90% You
have already closed
Sales Clouser WonTrust Winning % Closing Order
“WAWOO”

Sales approach Effective Cold Calling

Sales approach Effective Cold Calling

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