How to Cold Call Sales Appointments for
Direct Sales

How to cold call sales appointments for direct sales will give you fresh ideas on making sales appointments.

Here you'll see free sales training on:

• Increasing your sales appointments
• The most important line of your call
• Avoiding common mistakes
• Making calls confidently
• Earning more money

...And it's a great page for anyone with a fear of cold calling..

This is just one part of the telephone appointments process section of the site. You can get an overview of the appointment process by opening Cold Calling Strategies.

If you get this one key element of your sales appointments calls working for you, the rest will fall into place.

Have you received calls at home, or in the office, from salespeople trying to make sales appointments?

Do you want the sales person to ask how you are or try and build rapport with you?

Were you busy doing something, or enjoying something relaxing when they called?

To get your attention, and to have any chance of getting a sales appointment, the caller has to make what they are saying more interesting, and more important, than what you were doing when they called.

You want them to get to the point, the reason they are calling you, so you can make that decision on whether it's important or of interest to you.

When I train sales people on how to cold call sales appointments, the most important part of the call is,

Why you are calling the prospect?
What can you offer that grabs the prospect's interest?

Your first minute of the call has to promise more potential importance than what the prospect was doing when you called.

You have to give the prospect a reason to continue to listen to you. This is even more important when cold calling direct sales customers at their home.

How to cold call and avoid the biggest mistake

Many cold calls just don’t grab the buyer's attention. They don’t look at the cold call from the prospect’s viewpoint. Use the buyer's perspective if you want effective cold calling techniques.

Build a really compelling reason for calling onto your cold calling scripts. You can get help to build your cold calling script by opening cold calling techniques and use the same sales training I use with my sales teams.

Successful sales professionals work to develop their reason for calling.

They don’t just view sales appointment calls as:

• Get them talking
• Ask some questions
• Use a clever sales appointment closing technique

The best free cold calling tips I can give you are:

The most important part of your sales appointments calls is the reason for the call

And

Get your reason for the cold call into the introduction early

So what reasons can you give your prospects for your call?

When developing how to make cold calls for sales appointments, your reason for calling should be related to the benefits of your product or service.

Where possible focused on a great unique selling point. And as specific as possible for the prospects you’re calling.

Making the sales appointments call specific is the part of the call most sales people don’t do.

Possibly because it requires some research and some thinking.

Invest the time and the effort into how to make cold calls, and you will be well rewarded many times over.

I have seen sales people receive a great return on their investment into this important part of cold calling.

Make your cold calling reason personal

Tell them something that proves you have been to the area.

I passed your house and noticed that you need....

Your neighbour Mr???.. is looking at gaining ???? ..by having our services, and as you live in a similar house you could benefit from....

Do not use:

I will be in your area, or, we are in your area, as the reasons for your cold calls.

That says to the prospect, you are not worth travelling to see. There is no other reason for me calling you other than my travel plans. This is a weak reason and the results you get will reflect this.

Think of what your product will do for the buyer. The benefit the buyer gets from having it, or using it. Make it as unique as possible.

If you sell paving for driveways, what are you selling?

When I present sales training courses on how to make cold calls, the inexperienced salespeople answer that question with, paving, choices of driveways, or something related to the features of a driveway.

Experienced salespeople give answers such as:

Great additional value to the house, so it’s an investment not a purchanse.

A feeling of success as the buyer drives into their home.

Pride as the neighbours see what they have.

Security in knowing they have a drive that will last for years.

The relief of an old eyesore being replaced by a decorative garden feature.

And many more all related to feelings, savings, security, adding value, and image.

They understand that buyers buy benefits not features. How the new driveway will look is a feature. What that new look does for the buyer is a benefit. When thinking how to cold call sales appointments to direct sales prospects, use the benefits, not just the features.

How to cold call can be easy. It may just require a re-framing of your viewpoint on your sales appointment calls.

Now look at what you sell, and consider the reasons you can use on your sales appointments calls. Remember to use the buyer’s perspective. Think of benefits not features, and what will be the end result for the buyer. To give you some ideas look at how some of the sales people I have worked with approach how to cold call.

Direct sales financial services

Successful financial salespeople know that money is not the motivator for prospects to buy their products and services.

...If that sounds wrong or uncomfortable to you, there is a lot you can gain from this website, and a lot you will be able to add to your sales results and your income..

It’s what the money will do for the buyer that motivates prospects to agree to a sales appointment.

Insurance offers safety and security.

The motivator is what happens in the worst situations if the customer doesn’t have proper cover.

A great reason for your call is to check their cover compared to what you can offer.

When you look at how to cold call these prospects you want a reason that helps them avoid negatives.

Furniture sales appointment calls

Direct sales furniture doesn’t just give people something to sit on. If that’s all they wanted they could use wooden boxes.

How to cold call these propsects for sales appointments could include the image the furniture projects. Affluence, style, comfort, elegance, and many more.The long term benefits of quality furniture.

The feeling of comfort and the benefits of relaxation, and what they may miss out on if they don’t trial your product.

Kitchen sales appointments calls

When working with kitchen sales people on how to cold call direct sales prospects we looked at the benefits of adding value to the house by investing in a new kitchen.

Image and status when friends see it. The traditional family benefits of a place to eat together. What could be a bigger benefit to a parent than time spent together as a family at meal times.

How to cold call is not about granite worktops and shiny plated fittings. It's about the benefits that a buyer will feel.

While these ideas are fresh in your recent memory, start a list of the benefits of your product and the services you offer. Pick out the benefits you can use on your cold calls to make sales appointments.

Play about with the words. Practice your telephone appointments calls. This is an investment. It’s how you make your living. It’s worth perfecting.

Then ask yourself, if you received a sales appointment call that gave that reason for calling, would it grab your attention? Would you be willing to turn off the TV, stop what you were doing, put down that book you were reading, and give your time to the caller?

If the answers no, keep working on your reason for the call until you’ve got a sales appointment call that will get prospects to listen to you.

You've seen what a great difference a reason for calling can make to the introduction stage of the sales appointment call

Now what about the rest of the cold call?
You can see the sales process my sales team and use it to build complete Free Cold calling Scripts for your sales appointment calls.

I use a workbook training course with my sales teams to make cold call sales appointments.

It incorporates the selling techniques you've seen on this page, plus much more.

It shows you how to cold call by building a complete sales appointment call using sales training proven by my working sales teams.

To see if it could increase your selling oportunities take a look in the cold calling and appointment setting techniques by clicking the link or the image.

Free sales training on appointment setting

As a visitor to this website you can get the free sales training workbook course on sales appointment setting. A quick to use no nonsense approach to the basics of making sales appointment calls.

Try it out and see what you think. Get more information at Free Sales Training on Appointment Setting.

Remember the Buzz you feel when you close a deal or smash through another sales target. That electrifying emotional high when you win an important sale, and get the commission.

When you take the free sales training newsletter you get a free copy of Need to Close Chains.

A quick-fire sales training technique that builds new neural pathways to give you practical selling skills, and control over your sales motivation.

Follow the link and see what you can have by clicking the free newsletter sales training and get your free copy of Need to Close Chains.

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