This presentation identifies four major problems that occur during the process of cold calling and provides solutions on how to tackle them.

1. Four Cold Calling Problems That Bring You Cold Sweats
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should not be treated as views of the organization.
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2. 1
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
rejections.

3. 2
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.

4. 3
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
achieve?
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.

5. 4
Lack of sales confidence
“confidence is battle half won”
A lack of confidence in any element of the sales
operation can be a source of lost sales — something
most businesses can’t afford at the moment.
Sales rep get confident when they’re
thoroughly prepared to handle the sales
right from product knowledge to
handling the objections/ rejections from
clients.
If the salesperson is not confident
enough about the sales activity it’ll lead
to ineffective calls, lost opportunities and
ultimately lost sales.
AAyuja Internal and Confidential © 2012

6. 4
Lack of sales confidence
“confidence is battle half won”
A lack of confidence in any element of the sales
operation can be a source of lost sales — something
most businesses can’t afford at the moment.
Sales rep get confident when they’re
thoroughly prepared to handle the sales
right from product knowledge to
handling the objections/ rejections from
clients.
If the salesperson is not confident
enough about the sales activity it’ll lead
to ineffective calls, lost opportunities and
ultimately lost sales.
AAyuja Internal and Confidential © 2012