(3-4 min Speech.Project 2 of Persuasive Speaking-Making a Cold Call .This 3-4 min speech was followed by 5-6 min role wherein I made a cold call to the President of the Bangalore Toastmasters club to sell a projector to the club)
I still remember the cold stare on my friend’ face when he got a job as a salesperson. He was afraid to make cold calls. A cold chill went down his spine when he thought of instances in which he himself shoed away salespersons. In current circumstances, it’s potentially dangerous to make a cold call. However today I shall suggest a method to make cold calls become cool calls in perspective of making a deal of higher magnitude.Toastmasters and distinguised guests a warm good evening to you.
It’s not rocket science but a simple 3 step approach – Rapport Building, Trust Building, and Value Building.
1) Rapport Building-The first is to be sensitive to the customer. Like barging into the customer room asking for an appointment when he is the middle of something can frustrate the customer. The best to building rapport during an appointment is to start off with a smile and exchanging pleasantries. We must be cautious to keep the time in accordance to the level of the customer and the circumstance we are in. We cannot spend much time exchanging pleasantries with a company CEO. May be for them just a smile is required for rapport building as they are not too much concerned on this aspect.
2) Trust Building-Being open and being knowledgeable are the tools of trust building. These tools of trust building should be used to solve the problem of the customer. Analyze the problem of the customer objectively and never try to fit in your solution to the customer’s problem. The objective analysis of the problem will gain us the customer’s trust and then he start considering you as resource whom he can fall upon to solve his problem. In such a scenario if you product solves the customer’s problem he will definitely trust your product.
3) Value Building- Tell the customer in detail the benefits our product will bring the customer. We should explain in details the specification of the product how it functions and the like. All the facts that are need by the customer should be given to him in this stage.
If we follow this simple 3 step it is highly likely that the deal will be successful. Even if you are unable to sell the product ensure that you sell yourself to the customer.
Over to you toastmaster.
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