What is cold telephone selling? Telephone sales scripts - examples. Telephone sales: examples, scenarios, common mistakes

22.09.2019

Concept cold call applies to the first communication between a seller and a potential buyer, which is realized through telephone conversation. With such interaction, on the client’s part, in most cases, emotional “coldness” and low interest in cooperation arise, which the sales manager must overcome.

Goals of cold calling

Many managers put the main goal of a call to sell, which is wrong. The likelihood of finding a person willing to buy something from a stranger immediately after a telephone conversation is very small. That’s why sales experts recommend choosing more realistic goals that lead to further sales. This includes:

Set up a meeting with the buyer.
Informing potential clients about the appearance of a new company or services on the market. The result of such communication may be the sending of a commercial proposal.
Checking the database to assess relevance and sort clients by level possible profit and the likelihood of cooperation.

How customer bases are formed

Telesales techniques are not applied to randomly selected subscribers. In actual practice, a database of potential clients is prepared that meets certain criteria (field of activity, regional connection, need for services or goods). Such databases are formed independently, by tracking existing companies in a given region and field, or ready-made ones are purchased. Purchased databases may turn out to be irrelevant or inactive.

Working with call databases is divided into two stages:

Ringing- assessing the relevance of data, reconciling and updating information;
Calling- direct calls to offer a product or service.

Which companies can use cold calling?

Taking into account the features domestic market, cold calling is not effective for all types of goods and services. In the B2B sector this method is suitable for:

Forwarding services;
Companies that trade in construction materials;
Wholesale suppliers of consumer goods to retail outlets;
Advertising agencies;
Sales of retail space and commercial real estate;
Suppliers of raw materials for production;
Suppliers of stationery and consumables for large organizations.

In the B2C sector, cold calling is effective for the following areas:

Real estate agency;
Telecommunications service providers;
Financial services (lending, deposit).

How cold calling is done

In order for the conversation to be as effective as possible, it is necessary to plan the sequence of the dialogue, while trying to turn a “cold call” into a “warm” one.

How to Create a Cold Calling Plan

In the professional sphere, the plan for the first telephone dialogue between a seller and a buyer is called a cold calling script. Since the conversation is carried out over the phone, you can pre-compile a list of questions and hypothetical answers (objections) of the client, for which appropriate arguments are selected. This scenario is often presented in a flowchart format, which is in the seller's view as a guide.

Each manager develops his own script based on the main points:

Introduction (greeting, introduction). In order not to lose a client already at this stage, you need to minimize mentions that you want to sell something. When introducing yourself, speak on behalf of the company, not the sales manager. Find a third-party reason to call that is not related to selling products or presenting services.
Establishing contact, creating a friendly atmosphere and identifying client needs. To make this stage more effective, it is necessary to find out minimal information about the interlocutor in advance. The first thing you need to ask is how to address the interlocutor (if this is not indicated in the database) and how much time he is willing to allocate for the conversation.
Provoking interest(presentation of a product or service).
Achieving a goal (making an appointment). To obtain consent to conduct a personal meeting, it is necessary to put the client in comfortable conditions by offering several options.

There are two types of sales scripts:

Hard- these are scripts for selling simple and understandable services and goods that have limited quantity characteristics and, accordingly, answers (objections). It does not require the ability to improvise and is built according to a clear pattern, so it can be used by an unqualified employee or manager with little work experience. Often used to dial the base.
Flexible- used when selling complex products with wide functionality and a large list evaluation criteria. Such scenarios require extensive managerial experience and the ability to quickly adapt to the situation.

Cold calls: scheme of conversation with decision makers

For a cold call to be effective, you need to analyze and evaluate the company you are calling and determine which of its employees will be your caller based on your existing contact.

This could be a secretary (assistant manager) or a person with the authority to make purchasing decisions (DM). If you are forming a database yourself, you should initially select the appropriate contacts (supply department, company manager, advertising manager, technical director, development manager, regional sales director).

You can spend time and effort on a secretary, but only if the main client is absent (at negotiations, a meeting) and you are sure that the secretary brought to your side will inform the manager about you, preparing him for the second call.

In most cases, the secretary simply does not want to give you the decision maker’s contact, and therefore it is necessary to provoke him to do so. When bypassing the secretary you cannot:

Demonstrate your intentions to sell, introduce yourself as a sales manager.
Be rude and aggressive towards your interlocutor, considering him just an obstacle. Very often it is the assistant manager who suggests choosing one company or another.
Use obvious lies to obtain decision maker contacts.

You can bypass the secretary by offering him alternative reason appeals to the decision maker:

Agreeing on the conditions for a test drive of equipment or services. Example: " Good afternoon. I represent the AAA company, your company was selected as one of the applicants to test new equipment. For final approval of participation, we need to ask your CTO a few questions. How can we contact him?»
Direct invitation to a presentation, forum, seminar. Example: " Good afternoon. I represent the BBB company. We are planning to hold a seminar on issues of trade development in the regions. How can I contact your regional sales director to find out what issues he would like to discuss?»

Overcoming the difficulties of communicating with decision makers

The duration of communication with the decision maker should not exceed 5 minutes. As a rule, people holding responsible positions are very busy and, starting from the 3rd minute of conversation, their interest drops and irritation arises.

The script for a conversation with the decision maker, in addition to the main plan, should begin with confirmation of the fact of communication with the person you need. Example: “Tell me, are you responsible in the company for the supply of raw materials for the production of semi-finished products?” This provides two benefits:

Are you confident that you are communicating with the decision maker;
You got the first "Yes".

Arguments not in your favor can arise at any stage of communication. The most common objections and effective examples their processing:

“We already have suppliers”. With this answer, you must agree with the client, find out the name of the competitor, evaluate its merits and offer to discuss options for expanding existing capabilities in a personal meeting.
“Your offer is expensive”. This response occurs if the price has been announced, which is not recommended when making a cold call (except for promotional discounts). You can correct the mistake by offering to make an appointment to explain the wide range of services included in the quoted price.
"We are not interested in your offer". Cold calling scripts in such cases may contain responses in the following format: “ I understand that our offer is difficult to evaluate over the phone. Let me come to you and tell you in more detail. Is Thursday afternoon convenient for you?»
“Now is not the right time to talk.”. In this case, it is better to end the conversation with an offer to meet or contact by phone at a more convenient time.
"Send us a commercial proposal". This answer seems like a success for many managers, but sometimes it is just an excuse to end the conversation. Therefore, after some time, after sending, it is necessary to make a second call (sometimes from a different phone number). At the same time, it should begin with a reminder that you have already communicated and there is an offer to meet. Example: " Good afternoon, Pavel Ivanovich. We communicated with you regarding the supply of raw materials for the production of semi-finished products. Have you found interesting items in our commercial offer? We are ready to provide you with special conditions for a test batch. When would be convenient for you to meet and discuss details?»

In most cases, it is enough to handle three objections, ending the last one with a request for a meeting.

Improving overall call efficiency

The effectiveness of cold calling sales techniques is affected by:

Number of calls. The maximum duration of a conversation is on average 5-10 minutes. Based on this, the daily norm should be set at 40-50 calls. In practice, there may be more, since many callers will not answer or stop communicating in the early stages.
Constant updating and replenishment of the database. For this purpose, information is used from directories, online catalogs of companies, social networks, manual search of sites of potential clients.
Continuous work with the script. Scenario analysis to identify critical stages (where a higher percentage of conversation dropouts or refusals occur).

In most companies, cold calling is carried out by the sales manager himself. This significantly reduces its operating efficiency. To solve this problem, you can turn to less qualified personnel for help, who will ring the database for relevance and sort interested subscribers.

Perform the following tasks:

Call centers- large organizations that will help not only call clients, but also prepare a script. The disadvantages of this method are the high cost of services and the impossibility of personal control.
Freelancers- remote employees hired via the Internet. The advantage is the low cost of services. Flaws - high risk deception.
Trainees and lower level managers. The advantage of this option is to provide control over the work and the ability to analyze the script to identify and eliminate errors. Disadvantages - staff training and psychological training are required.

Advantages and disadvantages of cold calling techniques

Despite the negative reviews about this technique, it still brings results.

Advantages:

Cold calling technique is the most accessible and effective method create a client base for the sales manager. Over time, you will be able to attract a sufficient number of regular customers and the need to use this method will significantly decrease.
When making a preliminary call, in contrast to working in the field, meetings are carried out only to clients with a high potential for cooperation. This saves a lot of time.
Using a script as a prompt simplifies communication and gives the manager confidence.
A telephone conversation speeds up the communication process and allows you to immediately assess the client’s reaction to the offer.

On the other hand, it is difficult and psychologically hard work, which only sellers who are passionate about their business and have an active position can cope with.

Disadvantages of cold calling:

A potential client becomes annoyed at a manager who is distracting him. This happens regardless of whether the product is needed by the buyer or not.
The interlocutor may quickly leave the conversation or refuse.
There is no visual component of communication and product presentation. It is impossible to analyze the client’s facial expressions and demonstrate visual images and characteristics.
A large number of “idle” calls.

It should be understood that cold telephone sales are not suitable for every manager. If they do not bring results, it is necessary to check the correct application of the technique, reconsider the time of making calls, learn to overcome the fear of rejection and cope with personal negative emotions.

Cold calling is a telephone sales technique that should be included in the customer acquisition complex for both young and large companies. The effectiveness of this method is difficult to evaluate in the short term, but in the long term, it will become the basis for a significant share of your success.

The work of an active sales manager is complex and has a lot of nuances. Among the methods that this specialist regularly uses, one of the most important is the cold call script. What it is and how to compose it – our article will tell you about this.

In the field of active sales, phone calls are divided into two types: cold and hot. This is understood as telephone conversations with those clients with whom business contacts have already been established. Cold calling is more difficult because the communication occurs with an organization or individual with whom there has been no prior contact. The recipient is not prepared for communication and may react negatively.

How to have a conversation

It’s not difficult even for a beginner, the main thing is that the manager has a script at hand (essentially, it’s a conversation script). Before writing a script, you should decide on two things:

Expected result of the call. An active sales manager must have a clear idea of what the person needs to be led to. This could be selling, submitting a quote (or any of these options).
Second important point- this is a reason to call (that is, what is the essence, and what benefits does it promise to a potential client). Depends on the specifics of the company: conducting an audit, diagnostics, introducing a free method, etc.

After this, the specialist begins to write the text itself. It is worth considering that at the beginning of a conversation you can get into a so-called blocker. This is the name given to the person who responds first, but is not the manager's target. These are executive assistants or random employees who happen to be near the phone.

Popular script

The conversation pattern will vary depending on many factors (who the conversation is with, how inclined the person is to communicate, etc.). The most popular one looks like this:

A short introductory welcome speech.
Introducing yourself and your company.
Information about the purpose of the call and the offer to the person.
Questions for the client.
Competent responses to objections.
End of conversation.

The conversation pattern will vary depending on many factors (who the conversation is with, how inclined the person is to communicate, etc.).

This example is classic, but the specifics of cold calling are such that it is not suitable in all cases.

For example

Now we will take a closer look at each point from the scenario using an example and tell you how to more effectively put them into practice in a cold call.

First, words of greeting are spoken in a friendly voice. Examples: “Hello, Ivan Anatolyevich” or “Good afternoon, Valentin Stepanovich.” After this, the manager takes a short pause so that the person can respond to the greeting. This allows you to show a sense of tact and make sure that the subscriber is listening to you. If it was not possible to find out the first name and patronymic of the decision maker (decision maker) in advance, you can ask the question: “Hello, who can I talk to about the supply of porcelain stoneware?”
You can represent the company different ways. In some cases the company's field of activity should be named, in others it is not. For example: “My name is Sergey, I represent company X” or “My name is Sergey, construction company X." These speech modules depend on the assumption that will increase the effectiveness of the call by disclosing the scope of the company's work in in this case or not. An expanded view makes sense if it is known for certain that the company may need the product/service offered.
Telling the client about the purpose of the call can occur using several techniques. The first is called “We-You” and is aimed at creating a feeling of connection between the client and the manager. Example: “Your company specializes in wedding events, and we provide a banquet hall for rent.” Less often the cards are revealed immediately. That is, the manager directly announces the purpose of his call without preludes. Statistically, this is more often met with resistance.
Questions will be required if the manager wants to do something to the client. In this case, clarifying questions are reasonable. If the purpose of the call is a meeting, then you should not ask unnecessary questions. Focus on what's important.
may be as follows: “It’s expensive!”, “You need to think about it,” “I’m not interested in the offer.” The manager prepares in advance a whole block of 10-20 points dedicated to responses to these objections.
Many people agree to everything in order to end the conversation quickly. Therefore, before completing the communication, you need to bring the client to a verbal agreement. Remember that people never keep promises to call back.

This algorithm helps the active sales manager adapt to a specific person or company. Therefore, it is a responsible task and requires a lot of attention. Often leading specialists do this, and beginners are trained using ready-made texts.

Finally

A manager specializing in cold calling needs to be well versed in cold calling because it is aimed at attracting new clients and establishing strong connections with them. Sales techniques are varied; they take the best from psychology, sociology, economics and other sciences. Ready-made scripts and templates are convenient because they allow you to automate the process of communication with the client as much as possible.

Hello! In this article we will talk about such a telephone sales tool as a script.

Today you will learn:

What is a script for talking with a client on the phone;
How to write a telephone sales script correctly;
What types of telephone sales scripts exist? .

What is a telephone sales script?

For a marketer, a telephone is not only a means of communication, it is also an excellent channel for the promotion and distribution of products.

To understand how to sell a product using only a telephone conversation, you need to remember the specifics of communication over the phone:

Solution. Usually, modern man makes calls to find out or agree on something, in other words, to solve a problem;
Brevity. A conversation on the phone is always shorter than a conversation on the same topic in person;
Dialogue. A telephone conversation always involves a dialogue between two people.

Not every sales manager is able to briefly describe to the client his proposal to solve a problem that needs to be identified during a telephone dialogue with the client. Therefore, in order for a conversation between a seller and a potential client to turn into sales, it is advisable to use pre-written dialogue scripts or scripts.

Script – a dialogue scenario between a sales manager and a client, designed to increase the efficiency of the former and attract the latter.

You need a telephone sales script if:

Do you sell over the phone?
Your office employs at least three managers to implement telephone sales and provide telephone consultations to clients (a smaller number is easier and cheaper to train to work without scripts);
You want to improve your overall telesales performance. At the same time, the effectiveness of individual managers may decrease.

If you agreed with each point, then we need to move on and decide what types of telephone sales scripts are suitable.

In total, there are four types of scripts, depending on the level of development of the client and the market in which the client is represented. Each type of script involves its own telephone sales technique.

Warm customer base

Cold customer base

Consumer segment

A “warm” script is used if you call a potential client who has recently performed a targeted action in relation to your company: made a purchase, registered on a website, visited a store, and so on. That is, you know that this client is interested in your product.

The manager’s goal is to remind about the company, offer products that may be of interest to this consumer, and convince him of the usefulness of this product

In this case, you are calling “blindly”. Your interlocutor probably doesn’t know about your company or product at all.

The manager’s goal is to inform the interlocutor about the company, identify the client’s problems and offer solutions to these problems. That is, the manager must get a completely new client for the company

Industrial segment

Any of these types is based on the following principles:

Equality. You and your client are partners. You should not persuade the client to take the target action or agree to unfavorable conditions. Your job is to see the client's problem and offer a solution. It is up to the client to refuse or agree. Otherwise, you will lose the client's respect for your company;
Cooperation. You should not argue with the client, you must prove to him that he really needs your product and the purpose of your call is to help. To do this, you need to ask your potential client questions to which you know the answers in advance. For example, manager: “Do you use a lot of paper per month?”, client: “yes”, manager: “you buy a new pack of paper every week”, client: “yes”, manager: “would you like our company delivered paper to your office every week at a time convenient for you?”

IN in this example We offer a solution to the client’s problem and at the same time use the law of three “yes”;

Knowledge. A sales manager must know the specifics of the company and understand its products and services.

Script structure

Now that we have decided on the types of script, let's decide on its structure. Since scripts for the consumer market are significantly different from scripts for the industrial market, we will analyze them separately. Let's start with the consumer segment.

Script structure for the consumer segment

To clearly show what the difference is between scripts for a warm and cold customer base, we will display the structure of the scripts in a small table.

	Warm base	Cold base
Greetings	Introductory phrase: good afternoon (evening, morning)	Introductory phrase: good afternoon (evening, morning)
Performance	“Client name”, my name is “manager name”, I am a representative of the company “company name”	“My name is “manager name”, how can I address you? I am a representative of the company “company name”, we are engaged in ....” There is no need to mention the client's name, even if you know it!
Finding out the circumstances	We find out whether it is convenient for the interlocutor to talk now (if not, then we discuss the time when it will be possible to call back)	We find out whether it is convenient for the interlocutor to talk now (if not, then we discuss the time when it will be possible to call back)
Clarifying questions	We remind the client that he recently purchased our product or performed another targeted action. For example: “last week you purchased our product “name”. Did you like him?	We identify the client’s need: “Are you familiar with the problem...?” “Would you like to get rid of her?”
Purpose of the call	We indicate the purpose of the call: “Yesterday we received a new product that complements the “name of the product that was already purchased earlier.” It will allow you to achieve a double effect and save you from the problem for a long time...” Here the consumer either purchases the product or objects	We offer our product/service to the client. If the client objects, we move on to the next stage
Reply to an objection	We use everything positive characteristics product or company to convince the consumer of the need for this product	We identify the reason for refusing to purchase the product. We solve the problem for which the consumer refused, as a rule, it is necessary to solve three such problems
We say goodbye	“Thank you for your time, we will be glad to see you in our store. Goodbye"	“Thank you for your time, we will be glad to see you in our store. Goodbye"

Structure of a cold calling script for an industrial client

In this case, it would be advisable to omit the conversation script with the industrial client from the warm base. Typically, it matches the conversation script for the warm base of the consumer segment.

for industrial clients will consist of the following steps:

Preliminary. We send your commercial offer to the potential client by email. This must be done half an hour before the call. We write down the goals of the conversation;

Search for a contact person, who makes a decision in the client company on your issue;
Secretary's rounds. As a rule, the secretary of the responsible person, who has his own script for refusing people like you, will answer you first. You need to get around it. To do this, adhere to the following rules:

It is necessary to show by intonation and manner of speaking that the person in charge needs this cooperation more than you;
Clear, correct, confident speech;
The following phrase should be heard in the conversation: “Who can I talk to about this issue” (“Contact me with the person responsible for this issue”).

Conversation with the decision maker. The structure of the script for a conversation with the person in charge of the company will look like this.

Stage	Action
Greetings	Introductory phrase: good afternoon (evening, morning) “Name of interlocutor”
Performance	Say your first and last name
Clarification questions and product introduction	Do you use communication services from our company “name”? Now we have a new offer; for regular customers it will cost half as much. It will allow you to “name those benefits that are of interest to your interlocutor.” For example, for the boss - cost reduction and profit, for ordinary employees - simplification of work
Work with objections	We identify the reason for refusing to purchase the product. We solve the problem for which the consumer refused. Typically, there are three such problems that need to be solved
We say goodbye	Thank you for your time, we will be glad to cooperate / see you / tomorrow our specialist will come to you at the appointed time

An example of working with objections

At the end of the article, I would like to focus on this block, since it is the most dangerous from the point of view of losing a client.

Objection	Answer
We don't need this product	“The product can solve the problem with...”. Doesn’t help, you can offer an alternative product and name it useful qualities for client
I have no time to talk (after the clarification stage)	“It won't take more than 10 minutes. I can call you back at another time. At your convenience?"
We already have a supplier, he suits us	“We do not propose to replace your current partners, we propose to supplement them so that everyone can work comfortably and problems such as “listing the client’s problems” do not arise.
Expensive	Many of our customers pointed out the high price, but all questions were resolved after they tried our product. Let us give you a 20% discount on your first order so you can be sure of this

In fact, there may be many more objections; we have given only the most common options. It is important to think through each one and work it out so that the manager can give a clear response and not lose the client.

Sample (example) telephone sales script

Finally, here is a complete telephone sales script. Let's say we sell shampoo for dry hair to a cold customer base.

Greetings: Good afternoon
Performance: " My name is Anna, how can I contact you? I am a representative of the Volosatik company, we are engaged in the production natural remedies hair care. “Customer Name, we have a special offer for you.”
Clarification of circumstances:“Are you comfortable talking now?”
Clarifying questions:“Are you familiar with the problem of dry and brittle hair?”, “Would you like to get rid of it?”
Purpose of the call:“Great, we offer natural shampoo for dry hair. The fact is that licorice, which is included in its composition, retains water, and the absence of sulfates allows you to preserve the structure of the hair. Did you know that 90% of shampoos in stores contain sulfates, which destroy the hair structure, slowing down growth and making it brittle? (No Yes). When making our shampoo, we focused specifically on the absence of harm to hair. At the same time, the price of our shampoo corresponds to the market average and is 500 rubles per 400 ml.”
Work with objections: Examples of working with objections are given in the table above.
Saying goodbye:“Thank you for your time, we will be glad to see you in our store. Goodbye".

Video about telephone sales scripts

To avoid objections you should:

from the beginning of the conversation, try not to give reasons for objections, ask more, be interested in the interlocutor’s situation, his concerns, which can be solved thanks to the product or service you offer;
If an objection is voiced, it is necessary to answer them easily, arousing the interlocutor’s interest in continuing the conversation.

To the client’s response: “We already have everything,” you can answer: “I understand that you don’t want to change anything, everything is debugged and works great for you. But we will be able to make an offer for your company that will be profitable, because new is development.” Video - how to work with objections: How to schedule a meeting Having worked through the objections, you need to end the call by scheduling a meeting, which is the main goal of the first cold call.

Constructing a telephone conversation with a sales manager

To do this, adhere to the following rules:

It is necessary to show by intonation and manner of speaking that the person in charge needs this cooperation more than you;
Clear, correct, confident speech;
The following phrase should be heard in the conversation: “Who can I talk to about this issue” (“Contact me with the person responsible for this issue”).

Conversation with the decision maker. The structure of the script for a conversation with the person in charge of the company will look like this.

Stage Action Greeting Introductory phrase: good afternoon (evening, morning) “Name of the interlocutor” Introduction State your first and last name Clarifying questions and product introduction Do you use communication services from our company “name”? Now we have a new offer; for regular customers it will cost half as much.

Conversation pattern for cold calling clients

A script is a script for a dialogue between a sales manager and a client, designed to increase the efficiency of the former and attract the latter. You need a telephone sales script if:

Do you sell over the phone?
Your office employs at least three managers to implement telephone sales and provide telephone consultations to clients (a smaller number is easier and cheaper to train to work without scripts);
You want to improve your overall telesales performance.
At the same time, the effectiveness of individual managers may decrease.

If you agreed with each point, then we need to move on and decide what types of telephone sales scripts are suitable for your business. In total, there are four types of scripts, depending on the level of development of the client and the market in which the client is represented.

5 stages of telephone sales, or how to write a call script correctly?

You can offer several time options so that the client has no alternative - to meet or not. You should also clarify the nuances:

date and time;
place;
meeting participants;
discuss the purpose of the meeting;
get confirmation from the client.

When ending the conversation, you need to leave your contact phone number, renegotiate the meeting agreement and say goodbye on a positive note.

Cold calling scripts A call script is a pre-thought-out or programmed sequence of conversation with a client, established in the company. It is convenient to use ready-made modules when making an initial call to a client.
There are rigid and flexible scripts. Video - 24 tips on how to create your own cold calling script (part 1): Hard - used when selling a simple product, where there are not many options for customer responses.

8 basic rules when communicating with a client by phone

There are three parts to this stage:

Corporate greeting
Acquaintance
Arousing interest

The essence of the greeting is clear: the interlocutor needs to know who you are, where you are from and why you are calling at all. The essence of dating: you need to clarify the name in order to understand whether you are there at all and how you can contact the person.

The essence of arousing interest is to make the interlocutor give you a chance to talk about his proposal. You need to ask a question that will spark interest or at least not make you want to hang up.

Attention

And, of course, it is important to determine the time limit. It is important to have a conscience here! Don’t blatantly chatter about your product without finding out whether the person even has time to discuss it. It’s better to ask, hear a refusal and offer to call back, than not ask and be sent away for a long time.

Experts recommend avoiding questions that can be answered “no.”

Telephone sales scripts - techniques, examples and templates for effective calls

Important

Such a script does not require a lot of knowledge and skills from the operator. Flexible - used for complex products that involve ambiguous offers.

Such scripts require managers to be creative and prepared. Video - 24 tips on how to create your own cold calling script (part 2): When developing a script, it is necessary to take into account the specifics of the industry and the characteristics of clients.

Standard, familiar phrases irritate people and cause rejection, so you should develop a unique script, different from other organizations, that will arouse the interest of your opponent. How to organize: full-time managers or a call center An entrepreneur may be faced with the question of what is better to organize: cold calls on the basis of his organization and include them in the functionality of his managers or provide calls to a call center.

Telephone Marketing: The Secret to Successful Telephone Sales

Cold calling in Russia is more often used in the following directions business:

forwarding companies - advertising rarely works, and clients are scattered throughout the country and abroad, there is no possibility of personal meeting;
advertising agencies, magazines, print publishers - use calls to find new advertisers;
manufacturing companies selling goods for business - to search for new markets and expand the customer base;
wholesale companies selling goods to organizations;
real estate agencies - for the purpose of selling commercial real estate.

Conversation outline For a cold call to be successful and produce the desired result, you should prepare for the conversation in advance and draw up a rough outline.

Sales manager conversation scripts: development algorithm, examples

This is the so-called batch method, the basis of time management. By adjusting the sizes of your packets, you can increase your productivity.

It takes time and some effort for the brain to switch to the new kind activities. Using the principle of working in “packages”, you will seriously make your life easier and increase your productivity, and therefore your income.

Mistake #6 – not working with objections. After you have worked for at least two days selling some product over the phone, you already know the list of standard excuses that clients give you. Those who have been involved in sales can right now take a pen and write down one or two standard excuses that are used to refuse you when you offer your product.