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| Inside Sales Training in India |
Common Cold calling mistakes and how to fix it!
We at insidesaleatraining.in assist you to be a successful Inside Sales Reps and ensure that your contribution helps in the success of sales department At the same time helps in determining the leads, prospective clients and develop a relationship with existing clients. All that for free.
In this article, I would like to share some common mistakes done by Inside Sales Reps in their day to day job and how to fix those.
1. The reluctance of cold calling:
Most of the time we show some reluctance towards cold calling. This happens because we don't have a proper sales script to start with and sometimes we don't have a good understanding of our products and the benefits to the organization Because of the same we can not initiate healthy and fruitful communication with our prospects.
In general, we have to understand that cold calling is necessary to fill your sales funnel or support your field sales team to generate more revenue from the quality of leads that you have provided.
That's why Inside Sales Reps are known as revenue generator in the industry.
How to fix:
Preparation of a solid 30-sec sales script that rarely gets rejected. This sales script contains your name and the company name that you are calling from. The benefits that you have provided to other organization and the benefits that you want to provide to your prospects.
I always like to repeat that your product is your world You should be your product expert.
2. Unclear segregation between leads, prospects, and suspects:
When an inside sales reps talks to prospects and discuss the solution deliverables, he or she have unclear pictures of whether the person we are talking is a lead, prospects or suspects.
In general, we can understand that leads are those were requirements are there and have a budget to buy the solution. Prospects are where there is a requirement but, not urgently. The same way suspects are those where we can sell our products but, they don't have any requirements in this financial year.
We have to segregate all this when we talk to a decision maker of an organization.
We have to segregate all this when we talk to a decision maker of an organization.
How to fix:
When we talk to our prospects we should not hesitate to ask if there are any requirements of the solution suite or not. If there is a requirement then we should ask whether the requirements are for this financial quarter or next financial quarter. And if the prospects say there are no current requirements then we should ask whether there can be a requirements in the next financial quarter or next to next financial quarter to list this account as a suspects.
Then you can work on each and every account based on whether they are leads, prospects, and suspects.
Then you can work on each and every account based on whether they are leads, prospects, and suspects.
3. Lack of complete product knowledge:
Many a time we the Inside Sales Reps are considered that we don't need to know the complete product specifications that we are offering. We consider that knowing the sales script is enough for Inside Sales Reps This is not a fact but, a problem for the inside sales reps to initiate fruitful communication with our prospects.
Unless and until we are not a master of our products and the benefits we can not convey the right information to our prospects.
Unless and until we are not a master of our products and the benefits we can not convey the right information to our prospects.
How to fix:
Many experiences inside sales reps know the importance of having a complete understanding of your company, products and services, and your competitors. They did this by studying company websites, newsletters, use cases and websites like LinkedIn.
All the study have to be done by yourself only. Only you feel confident about your product and the benefits, you will sound confident to your prospects and fruitful communications will start.
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