When your sales reps are calling prospects to try to schedule meetings, are they using the right talk tracks? Have your sales reps focused some time on improving what they say to a potential client to generate interest? Improving their talk tracks will definitely have a positive effect on getting more meetings and motivating a prospect to meet with them.

Sales reps who are selling to other businesses, often called B2B sales, have to create awareness and interest in the first 10-15 seconds when making a cold call. To make cold calling more effective, don’t just pick up the phone and make calls. Doing some homework to find out information about the company can help you tailor your opening comments and make them relevant to their business.

Writing a script and practicing it so you know it without reading it is also a good idea. Once again, this doesn’t have to be a one-page novel. It needs to be short, to the point, and generate interest immediately. When cold calling a prospect, you are not trying to sell your product or service; you are only trying to generate interest to meet with you.

Don’t be afraid of rejection or hearing “no,” because it’s going to happen all the time. Have a prepared response for objections and a value proposition that overcomes them. Improving your talk tracks to better create awareness, interest and motivation to meet with you will help you get more meetings. Conducting more meetings with potential prospects will increase the odds that you’ll generate more sales!

Founder & President Jones Simply Sales, LLC

Dick Jones is the Founder & President of Jones Simply Sales, LLC. As a 4th generation sales professional, he has over 30 years of experience advising, coaching, consulting and working with small business owners.

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