“Opening a cold call is one of the most important skills that you can figure out as a salesperson” – Nick Cegelski in today’s Tip 536
How do you open a cold call?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Nick Cegelski. Nick is an Enterprise Account Executive at SurePoint in LA and co-host of the podcast: 30 Minutes to President’s Club. He’s also the star of episode 97 of the Sales Success Stories podcast that was just released yesterday. Here he is:
Nick Cegelski: Opening a cold call is one of the most important skills that you can figure out as a salesperson. There are three pieces to even starting the call. It’s introduction, acknowledgment, and ask. And it’s so critical that you nail each of these.
Here’s what it sounds like when you put it into practice. “Scott, this is Nick Cegelski calling with XYZ company. I know you didn’t expect me to call you this afternoon. Do you mind if I take one minute to tell you why I’m calling and you can let me know if it makes sense for us to speak?”
Here’s what I did there. First, I’m a business professional. So I’m going to say my name and company right away, clearly and articulately.
Now I’m going to acknowledge that this is legitimately a cold call. I’m not hiding here. I’m proud of what I’m doing and I’m letting them know, it’s okay.
The last thing is really key. You’ve got to let them know that you’re not going to be the salesperson that rambles on and on. And talks at them for six minutes straight about themselves. So you make it very clear. You’re going to tell them in less than a minute, why you’re calling and then you give them control. They will be able to tell you if it makes sense for you to speak or not.
You should honor that. Try that when you’re opening your next cold call.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!