Selling Flow

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Goal of the cold call.

• With any type of the call, the only goal is - to get a physical meeting with a relevant company representative

Before the cold call

Know exactly what you are going to say, sell•Have your agenda at the table, also a pen and a piece of paper•Have a short text with the names and numbers about our organization

Cold Call Structure

•Introduction – make it short and highlight the info•Ask if the person can speak with you now•Present the goal of your call (do NOT try to sell the TN or project by the phone, book the meeting)•Book the meeting (give options or ask them is it better on the beginning of the week or in the end, question)

4 steps of selling

1.Finding the need2.Making the customer aware of the

need3.Finding the solution to the need4.Delivering the solution to the need

Following up

• Always mail the minutes of the meeting to the person you met through your appointment.

• The minutes should include: A brief description(in bullet points) of what happened.

• The date and time of the meeting.• The follow up dates and time.

Rejection?

• Never come back from a sales appointment empty handed

• The least you can get from an appointment is further leads and contacts

• In a BD appointment there always is scope for in kind raising.

Things not to do during an appointment.

• Going Alone. TRY and go in pairs.• Mentioning the Finances too early• Sounding desperate/contradictory