1. Firstly, always keep an open mind; make no expectations or preconceptions to every call you make. Note that although many businesses are receptive to cold calling and have been accustomed to tons of marketing correspondences, they do not open up easily to lengthy conversations unless the proposition or invitation for an appointment is of immediate relevance to their business plans.
2. When making first approach, make sure with your ready script and toolbox in hand. Call in sessions; if you decide to spend just 5 min., you won’t gather any pitch momentum. Have a dynamic script to allow flexibility and to enhance interaction and increase chances of convincing the prospect to meet up.
3. Be assumptive and assertive but always listening for the opening you might need. Having a good contact list helps B2B salespeople direct calls, ask questions, and pitch a proposition in a timely manner. Try to request for database with ample profile on the target leads.
4. Always ask lots of open questions to understand/direct the next phase of the sales process. Listen carefully to the prospect’s answers to be able introduce DBI solutions suited for the prospect’s business needs.
5. Ask about THEM. Never make it about you; make them feel special and that you genuinely care. Conversation must focus on their business and what DBI can do to help them boost sales or profit.
6. Make sure you’ve left no stone unturned before closing – then close; don’t leave without closing properly!
7. If they say thanks but not interested, ask, “Can I ask why you’re not interested?” (Sometimes, this will give you another chance to resell it). Be ready with good follow-up strategies for prospects that are busy at the moment. Avoid coercing them into a sales appointment using pressure. Instead, try persuading them using client testimonials.
8. After every call/appointment, review how well you did. Be honest and learn from each call. Evaluation of one’s performance helps salespeople identify their strengths and limitations in appointment setting.
9. Make more calls than you did the day before and you will get better and sharper. Learn how to economize on words and to focus on points that promote concise yet substantial sales conversations.
10. If you can’t help, be honest and possible recommend someone who can help, always ask for referrals! Acquiring referrals from existing prospects encourages interest and receptiveness when salespeople contact these new leads for the first time.