The following B2B Sales Cold-Calling video is an absolute must for any company that asks its salespeople to call new prospects. The video explains the importance of clearly defining the company’s value proposition or value assertion.
This value proposition includes external and internal influences that define the company’s value to its customers and market.
The next portion of the video outlines the most common customer fears and concerns. A complete list of customer fears is provided so that the salesperson understands how to understand these issues and roadblocks when they are present in the call.
Finally, the last portion outlines the importance of using leading questions after you have done your 15 second introduction or 15 second sales pitch. Using leading questions is critical to cold-calling.
The three steps involved in a successful B2B sales cold call are 1) understanding your company’s value proposition, 2) understanding and identifying the customer’s fears and concerns and 3) using leading questions to get customers to speak about their fears and concerns so that you can tie it back into how your company’s value assertion and proposition can remove those issues
http://www.driveyoursuccess.com Video explains three essential steps to B2B sales cold calling success
Additional Sources: http://www.driveyoursuccess.com/2013/05/b2b-sales-cold-calling-three-steps-to-success-your-value-assertion-customer-concerns-and-leading-questions.html - B2B Sales Cold Calling: Three Steps to Success -- Your Value Assertion, Customer Concerns and Leading Questions
