Tag Archives: phone sales
Asking for time in a business call
When making a business call, whether it’s cold or warm, I’ve learned to always ask for the person’s time before bothering with whatever I have to say.
I find it a professional, and a polite thing to do.
But it’s a surprising easy question to mess up.
Word Choice
For one thing, the words you use matter. For example, [...]
On Gaining Your Prospect’s Attention, or the “IBS”
Wendy Wiess has a good post on IBS (Initial Benefit Statement), here is a quote:
The point is that you need to get into your customer’s heads and figure out what differentiates you (your company/products/services) from the competition and why your customers buy from you. Then in your cold call opening, lead with that differentiator and/or [...]
Cold calling (from the callee’s perspective)
I found a great blog post by Greg Reinacker, CTO of NewsGator who apparently gets cold called a lot at work. Greg took the time to write out in detail what it’s like to be the reciepient of a bad cold call. Here are some good quotes:
Imagine this, which seems to happen most of the time:
Greg: “Hello, this is Greg…”
Sales [...]
Inside Sales Analytics, Tracking Daily Activity