New to cold calling? Here are a few tips that’ll help
21. Know your product inside out
Only you can be the best advocate for the value of your products. So, be familiar with its Unique Selling Points and how it stands out from the other competitors in the industry.
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Explore your product/solution hands-on and learn its features and the pricing.
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Understand the different use cases for it by listening to discovery calls and talking to the top performing sales reps in your team.
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Catch up with the product and development team often and get visibility into the product roadmap to understand what’s in the pipeline.
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Reach out to your manager or other salespeople and collect a list of resources that you can share with the prospects.
Apart from your product, deep dive into understanding
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The competitors’ products
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How they position themselves, and
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How you are better in those aspects.
This will help you understand the domain and your competitors, learn how you can better pitch your product to your prospects, and handle objections from prospects who are using a competitor’s product.
22. Shadowing
If you are new to sales, sit with the best sales reps in your team, and learn how they present the value proposition and handle objections raised by prospects. When they cold call, observe how they speak, their tone, the words they use, and the questions they ask, and try to implement the same.
23. Prepare an elevator pitch
An elevator pitch is a short description of you, your product and your company. The goal is to ‘earn the prospect’s time’ and not ‘convince them to buy’. It should ideally cover
It is a good idea to prepare more than one elevator pitch of different styles and lengths, and be prepared to answer questions that may arise from each. As with the calling script, practice your delivery of each pitch. Although words are important, tonality is everything.
24. Understand your target audience
Think of your ideal client, their pain points, and how you can address the prospect’s pain points. This would vary for clients with each industry and their hierarchy.
Referring to your company’s buyer persona and ideal client profile will help you understand this. You could check with your manager or top-performing salespeople in your team for these documents. These documents can give you a glimpse into the lives of your audience and help you understand and establish a better rapport with them. Here is an example of a buyer persona