How to make the perfect cold call

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For better or worse, cold calling remains a large part of many salespeople’s lives. While some dismiss it as a waste of time, many sales experts insist that it can play an important role in the sales process, if done correctly. Often, if cold calling is not succeeding, it is either due to the script itself or the way the message is presented. We’ve put together some tips on how to increase your success through cold calling.

Most importantly, consider the person you are calling. They are probably very busy and thinking about several other things. You need to show them that you are worth their time. Ensure you are polite and respectful, and do not insult them by lying or trying to trick them, as they will probably see through this and hang up on you.
You should also ensure you are focused on the point of the call. For the majority of businesses, the sale is not going to happen over the phone. The point of the cold call should be about setting up an appointment, when the prospect is more likely to be in the right mindset and focused on your message. Prepare a simple script that outlines who you are, what you do and asks for an appointment. Do not worry about selling the product at this stage.
Finally, stay positive and be persistent. Cold calling is tough, but a negative approach will not help. The person you are calling will be able to hear it in your voice and will not be interested in your message. Remember that you are calling to offer something of value to the prospect and make sure you are prepared to overcome objections.
Do you have any other tips for making the perfect cold call?
Hays Sales UK are experts in all areas of sales recruitment. To find out more about how our expert consultants can support you, please visit our website. 

3 steps for building a successful sales team

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Any good sales manager knows that they will only succeed if they have a good sales team behind them. It is important to make sure that everyone knows their role in the team and that any new hires will also fit into this model. So how do you make sure your sales team is as successful as it can be?


1. Evaluate your team

Think about who you currently have on your sales team. Make sure they all have a clearly defined job role. What do you expect from them? Should they be maintaining relationships with your key accounts or cold calling all day? Are there any skills that are missing from the team? You should have a clear idea of the goals for the team and whether they are achieving these.

2. Establish sales productivity

In some cases, this might be as simple as dividing sales volume by size of sales team. This will give you an average for your team and allow you to see how each salesperson is performing against this average. However, it is important to bear in mind that there are likely to be other factors. For example, are they focusing on selling low margin products rather than those that are more profitable? Are you seeing a high level of returns from their sales? Work out what is important in your team and see how your salespeople compare.

3. Employ great salespeople

Bad salespeople will cost companies money and can do serious damage to your reputation. Some salespeople may just need further training or support. Some may be in the wrong job. It is important to determine which category any underperforming salespeople in your team fall into. Do you need to hire some new salespeople? Think about how a new salesperson would fit into the team. What skills or personality traits will they need to succeed in your team?

Do you need to find some fresh talent for your sales team? Visit our website to find out how our expert consultants can help you.

Why did you lose that sale?

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No matter how good you are, hearing ‘no’ is unavoidable in the sales world. While it is frustrating, it is important that you look at what happened and make sure you learn from it. There are some external factors that may have been against you, but it is also important not to make excuses and to really think about what you could have done better. There could well be something simple that you could change that will mean you hear ‘no’ less in future.

Firstly, think about your mindset. Were you positive and confident throughout the pitch or did you go in worried that you would lose the sale? A client will sense when you are not confident about your product and will not buy from you. It is important to identify and resolve this quickly, as a negative attitude will lead to more rejection, which will then reinforce the attitude.
Next, examine and review your message. Were you focused on the product or did you sell a solution? A recent survey found that both winning and losing salespeople tend to know their products very well. However, winners understand how to prove their value and expertise, demonstrating that they can solve the customer’s problems. Think about whether your message needs to be more value-led.
Finally, consider who you were selling to. Did you make a connection with the right person? While you may have impressed the person you pitched to, if they were not the final decision maker, your message is likely to get lost in translation. While it can be difficult to get access to the right person, you are much more likely to improve your chances in the long run. How can you make yourself stand out and impress the C-level executives?
Thinking about your failures might be painful, but it will be worthwhile in the long run. What could you do to increase your chances in your next sale?
Hays Sales are always interested in hearing from positive, determined salespeople. To find out how we could help you make the next step in your career, visit our website. 

Are you motivated enough?

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Sales is a difficult career and many people struggle to succeed. It’s hard to continue hearing people say no, not returning your calls, stringing you along before finding someone cheaper. On those days, it can be easy to forget why you love being in sales. Here are a few ways you can stay positive, focused and successful.

1. Develop long term and short term goals. You should have a game plan in mind and know exactly where you want to be in 5 years time. Break this down into smaller goals and review to make sure you’re on track. Make sure these goals are realistic and measurable.

2. Keep reminders of what you want to achieve. Maybe there’s a new car you’ve had your eye on? Put a photo of it in your briefcase, as your iPhone background or somewhere else you will keep seeing it throughout the day. This will give you a boost and remind you why you need to keep picking up the phone and organising your next meeting.

3. Recognise your achievements and treat yourself. Did you hit double your quota this month? Go out for a nice meal to celebrate your success. Hold on to that feeling and remember it the next time you’re having a bad day.

How do you stay motivated?

Hays Sales are always looking to support talented, successful salespeople in their careers. To find out more about how we could help you, please visit: our website.

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