Is Your Cold Call Tanking? Here are 6 Tips To Rescue Your Calls

There is tons of general info out there for beginners on how to pitch someone. But, what happens when you’ve said your pitch and your prospect remains disinterested? We want to help you handle this high-pressure situation to give you your best outcome.

Learn how to own the conversation and regain control of a failing sales call so that you can whale hunt and be successful. – US Marketing Source

As a new sales representative, you know first hand that a cold call is like being thrown into deep water. You must quickly determine the correct sales tactics to begin to swim to the finish line(sell the prospect). During this time, you either learn to swim or you sink. A bad sales call leaves you feeling helpless, because you lack control of the conversation, sinking toward the conclusion without a sale.

 

While it’s easy to give you generic advice like “practice makes perfect”, or “just ask questions”, these basic tips will get you nowhere rather quickly. When your cold calls become frozen calls, you need a few “emergency” tips to salvage the deal.

COLD CALL RESCUE TIP:

WEIGHING YOUR OPTIONS

Senior sales representatives have the developed ability to sniff out which customers may be worth extra effort and which would be better to just let go. Junior sales representative can (understandably) have trouble more often than not, deciphering whether the person on the other line is worth their time. It is not a guessing game. There are several factors that senior sales representatives weigh in their heads, while chatting on the phone with a customer.

1. Does the person/company seem legitimate?

If you are selling B2B, and you are guessing the company’s legitimacy, you can bet 10 to 1 consumers are too.

2. Can this person/company actually benefit from your product or service?

Give more meaning to your calls. Talk about specific ways your product can benefit their individual business.

3. Is this company/order large enough to be worth your time?

If you are jumping through a lot of hoops for a small order, you may be missing out on other opportunities. Cut your losses.

4. If B-2-B, Gage how close you are to reaching the company’s decision maker?

Many large companies may require you to talk to several people before you get to pitch to the right person.

5. Should I commit to this particular seller and call?

By actively making a choice, you put the power back in your hands.

Cold Call Tips
If your cold call is going poorly, you have the option to attempt to rescue the call, try again later, or give up and move on.

COLD CALL RESCUE TIP:

IF YOU CAN’T SELL THEM, LET THEM SELL THEMSELVES

If you are selling B-2-B and failing, spend a few minutes asking about the other person’s product or service. This will give you some time to recover. By encouraging your prospect to ramble about their business, you will be putting them in a better mood because lets face it, everyone loves to talk about who?… THEMSELVES. Your prospect will also feel like the conversation is more valuable if they can talk about themselves.

In the very least, you are lengthening your opportunity to listen to your prospect and gather more information about their particular needs. From there, you can strike a deal, relate to them, thank them for what you’ve learned, or ask for an email of the business’s decision-maker.

Cold Call Tips

COLD CALL RESCUE TIP:

MAKE YOUR GOODBYES SWEETER

If you are having a terrible sales call, it may actually be better for you to cut your conversation short with your prospect to show that you respect their time. This may go against everything you believe in as a sales person- but believe it or not, people are busy sometimes, and you can legitimately call at a bad time.

It can be easy to sound frustrated over the phone when things are a little stressful because of a particular situation going on at that moment. It may also be tempting to stay on the phone longer, exasperating the person on the other end, because you are desperately trying to save your sale. At the end of the day, you have no idea whether they may be interested in your product on a later day, if your prospect just had something bad happen to them, or how busy they actually are. By ending the conversation professionally and courteously, you are giving yourself an opportunity to acknowledge the customer is more important than a quick sale, and you truelly want to build a lasting relationship with them as a customer.

It is a tricky art. But knowing how to graciously cut your call short can work on your favor upon occasion. Make sure that your goodbyes are always friendly, professional, and personalizedFirst impressions are great, but last impressions matter sometimes even more.

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COLD CALL RESCUE TIP:

SWITCH YOUR STYLE UP

Your mentor may have told you that you have a great aggressive approach. Or, maybe you were complimented on how friendly you got with one of your clients. That’s great.

But, just because you generally do well in a particular sales style, that doesnt mean that each of your clients match perfectly with your prefered style. If you are using one of your normal styles and your call is failing, don’t be afraid to completely change your tone, inflection, approach- everything to make a sale. This could seem kind of crazy to you. Talk about getting out of your comfort zone. But here’s the thing, if your call is failing, what you are currently doing just isn’t doing the trick. Strengthen your weak spots by switching up your sales tactics and test whether your prospect responds better with a different style of communication.

Cold Call Tips

COLD CALL RESCUE TIP:

TAKE MEANINGFUL NOTES

 

 

It sucks to take notes about your failures- especially after you have some experience of cold calling under your belt. But, if you are having a string of bad luck, documenting your failed calls can be important to help you succeed in the future. Throughout your cold calling career, there will be hundreds of people that immediately hang up on you. Don’t waste time documenting all of that. However, you should be documenting conversations that you thought started out on the right foot, and then turned sour. There are several benefits to documenting these kinds of failed calls, as you will have:

1. A list of people/companies that were willing to hear you out

2. Information on those people/companies obtained from a personal conversation

3. Documented trends of bad habits that you may not have known you were doing

4. Knowledge of what approach didn’t work so you can pitch better next time.

Senior salesmen or mentors may not have time to help you every step of the way- especially if you are just a few months into your sales career. By giving your mentor more precise and accurate information about where you are struggling (pitch/closing/relatability/aggressiveness/product knowledge), your mentor can be more efficient in helping you. They can help you get back on your feet quicker. This means more money for you.

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COLD CALL RESCUE TIP:

ASK FOR HELP

I know, none of you actually want to ask for help. But if you are wanting to be rescued, the best thing to do may be to call out for help. If you are calling someone back who is only ‘so-so’ about your product, it may be a good idea to ask a senior sales rep to listen to your sales call or even chime in to try to win back the sale. The senior/mentor will be able to quickly identify when the call went wrong so that you know for next time. The nature of this business is to get out of your comfort zone. It may suck to ask your mentor to listen to your sales calls or jump in on a call that would normally be all your commission, when you are a few months into the business. But, it is an absolute ‘must’ for junior sales representatives that are interested in improving. Challenges for a beginner are very different than an intermediate sales representative. Don’t skimp out on your resources. You are already improving yourself by reading this article. So Don’t give up.

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