Face-to-Face Cold Calling

Many sale people have difficulty setting up well-qualified appointments, getting past gatekeepers, reaching decision-makers, gathering information or finding out if they are calling on an appropriate prospect in the first place.

With many sales people struggling to get appointments over the telephone in many market segments they are now walking the industrial areas, or High Rise office blocks cold calling into different businesses and offices.

The big problem today in cold calling on businesses, is that the person you want to speak with is rarely sitting in reception. In fact they have instructed (and often) coached their receptionist to filter out the sales people who “drop in because they were in the area”.

It is a tough situation but it really doesn't have to be. This problem often stems from sales training where reps are trained to start selling BEFORE they have determined if there is a need to sell.

Add the urge to speak about their solutions before they have even built a rapport and all of a sudden cold calling becomes real difficult.

The KONA 5-step Cold Calling system will overcome the nerves, call reluctance and lack of impact some of your sales people could be having.

Becoming successful at cold calling requires you switch from the old “If I make enough calls, I’ll sell something” to “If I speak with the person who has the authority and need to buy and if I have the right solution to fit their needs, then they will buy” approach.