Go to LinkedIn – Check out the LinkedIn profile of each person you are talking to. Understand their responsibilities at the company and then reconfirm your assumptions at the beginning of the call. Then present the value proposition that is most relevant to them.
Visit their website – Check out their website and see how they position themselves. Let this guide you in how you build your value proposition. Also, research how the market is talking about them: Google their recent press releases. If you can find negative criticisms, consider marketing how your product addresses those criticisms.
Keep a good mood
Before you pick up the phone, put yourself in sales mode. Smile while you speak. People can feel it in your voice.
As a salesperson, you are an actor. Whether you want to be taiwan mobile database or not. Whether you are having the worst day of your life, your job is to take the calls—or reroute them.
Call Script
Consider the following template for your call. Note the bolded sections, which highlight key points:
Hey, good afternoon!
To summarize, [our product] is suitable for [problem to be solved]. Tell me how you currently solve [problem] so that I can avoid repeating what you already know. Can you walk me through your process?
[They respond.]
Great. What makes solving this problem important for your business?