re: OFFICIAL: Sales Professionals Strategy and Discussion Thread

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Anybody have any insight as to what works for them or new ideas in the industry? I'm currently working on my prospecting skills. Would love some ideas on whats working well for cold calls/ emails.

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What has worked for me is being open, honest, and consistent. On the original cold call I am usually short and to the point. No BS small talk, acknowledge the customer's time is valuable and get to the reason for your call. Explain why you are calling and ask the customer how you can earn their business. Listen to what they say and take it from there. They will tell you how to earn their business and sometimes even give you a timeline on the next bid/contract/purchasing decision. If they don't give you a timeline then ask for one. For a successful cold call I have to come away with three things. The final decision maker, current vendor, and timeline on next purchase.

Follow up the cold call with an email recapping the conversation and restating your desire to earn their business.

Here is where my consistency has paid off. Be consistent to the customer with your message and your presence. You want them to see you more than they see their current vendor. Demonstrate how hard you will work for them as their vendor. As others have mentioned in this thread, margins are slim and I have found that this simple method has trumped a personal relationship in many cases.

None of this is either new or exciting but I really believe people respond to an honest no BS approach followed by repeatable proven results. Simplifying things and being consistent with my message has allowed me to successfully knock out the competition in a lot of accounts in my territory.