When you are cold calling, remember that it is important for you to focus primarily on the goal and your reason for the call. Cold calling is not always about making the sale, but rather having the chance to make it. To get jobs in sales you have to be able to sell, but by taking the right approach. The whole purpose of cold calls is to arrange the appointment of the pitch. You have to try and sell the product but you have to know how to sell it.
You must also properly research all of your prospects and markets as you need to target your specific audience with your calling. You will make use of market research when you are looking for the right audience to sell your product or service to. Then, before you make the call to the individual or the company, do your research and find out everything you possibly can about them before even reaching out and picking up the phone. By knowing everything there is to know about them, you will be at an advantage. This in itself should make the call easier for you to go through with.
You should have an opening statement prepared before you make each call, but keep it simple. You don't want to give them the chance to suddenly terminate the conversation, so don't use lines like ''How are you?'' or ''Are you busy?'' Keep it conversational and don't let it sound like you are reading the statement to them. The conversation should get off to a great start.
Instead of enquiring about the best time for a meeting, say something to the effect, ''Would Tuesday at 10am suit you fine?'' This way, you aren't really giving them a chance to say no, and they might even feel a little pressurized into saying yes, but that is fine. As a sales person, what you require is a meeting with your client that will take forward your chances to make a sale.
