The truth is that selling is hard. And the first call can be the most critical and crucial moment of any sale. The issue with most first sales calls is just that: they are sales calls. The salesperson comes on so hard. They focus on the near rather than solving a dilemma. And their definition of establishing rapport does not go any further than talking about the weather. We know how hard the first call will be. So, we’re here to help you.
- Find your prospect
If you are selling to a firm, use LinkedIn to find out who you should be speaking with at that organization. Search for the company’s profile properly, click on “People,” and use the search field to locate the person with the title that you need to talk with.
- Know your prospect
Once you have found them on LinkedIn, please note their location, how long they have been in the job, the content they have posted, awards they have received, or anything else important. Look them up on Google and Twitter for more insight into who they are and what they are interested in.
- Look for what you have in common.
The best way to properly turn a stranger into an acquaintance is to figure out what you have in common. Check for associations you have in common: a state or country you grew up in or the college you attended. This little, almost insignificant commonality will help turn a cold call into a dialogue, and that makes it a whole lot easier to start selling.
Bottom Line
Salespeople who listen more than they chat prefer to close more sales. Yet listening is more about understanding than just not communicating. By hearing what your client tells you, you’ll discover crucial cues a challenge, a desire, or a technical point of view—you’d otherwise miss by ticking off a lot of features and advantages.
