Identifying Prospects Problems in Cold Calling
The first key is to identify specific problems prospects are dealing with before you make your presentation. Unless this is done, you’re flying blind. Your presentation may hit the target in terms of offering solutions that meet the company’s needs and problems. On the other hand, it may not. Success is entirely a matter of chance.
This may seem like a time-consuming task, but all you really need to do is make sure you understand what your potential clients’ problems are. This way, the conversation can focus on those problems or issues. Just as in your initial cold call, you’ll no longer be forced to pitch your solution, which is probably what your audience has experienced with virtually all the presentations they’ve witnessed.
If you don’t have a solid grasp of the problems that your prospects are hoping to solve, how can you do your very best to meet their needs? You may miss the mark entirely. As a result, your presentation would be a waste of their time — and yours.
Until next time,
Keep calling and keep it conversational…
Ari Galper, founder of Unlock The Cold Calling Game, makes cold calling painless and simple. Learn his cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit http://www.UnlockTheGame.com
Tags: Cold Calling, cold calling techniques, cold calling tips, cold calling training, sales rejection, sales techniques, Sales Tips, Sales Training
