A Sales Tip for Cold Calling

This sales tip can help salespeople survive the first fifteen or twenty seconds on the phone with a new prospect.

Try to find out if there is an opportunity you can take advantage of that is set up by your prospect’s dissatisfaction with her current vendor.

“Is everything going well with your ink supplier?”

“Is there something your ink supplier can be providing for you right now that you’re not getting?”

When you use the first few second of your cold call to state a focused benefit that your company offers, and then probe with this question to identify potential dissatisfaction, you are quickly moving from the general to the specific.

The sooner you can get specific with your sales call and find a source of dissatisfaction, the sooner you’ll be able to move the sales process forward.