CUSTOM JAVASCRIPT / HTML
How To Sell To Businesses And Consumers Without Making Cold Calls
Written by Nick Tubis; Originally Published on Forbes.com
I started my first business when I was 18 years old and quickly gained sales experience by selling door to door. Just a few years later, I built a unique strategy to get in the door with Fortune 500 companies and sell large deals over the phone to C-level executives. Here are some of the secrets I've learned that have made a huge impact on my sales.

Before I start selling, I like to have calls scheduled in advance by generating leads through cold email marketing and content marketing, if I'm selling to a corporation. If I'm selling to a consumer, I use an online sales funnel. This means I don't ever have to make cold calls. I only talk to prospects who are potentially interested and willing to hear me out.

1. Research your prospect.

Before you pick up the phone, you need to sound like an expert and authority figure. One way to position yourself as an expert is to do research prior to your call.


If you're selling to a business or consumer, check out the prospect's LinkedIn or Facebook profile and look for anything you might be able to relate to. Maybe you share mutual connections or attended the same college. Doing this helps you build rapport with your prospect right from the start and makes the call feel like a warm conversation versus a cold one.

2. Build rapport.

When you begin the conversation, a great opener is "How's your week going?" I also like to find something I can compliment the prospect on. You can get a snapshot of their achievements from their LinkedIn profile. People love compliments -- it makes them enjoy the conversation.

3. Ask general questions.

Once you have built rapport, the next step is to ask your prospect's permission to ask them some questions. Your prospect will respect you if you request permission before asking them potentially invasive and personal questions. This is a must-do before gathering intelligence.

Start out by asking questions about their business and the challenges they are facing. Listen to everything they say and take notes.

4. Amplify their pain points with targeted questions.

After asking general questions and gaining a better understanding of who your prospect is, what they do and the problems they are facing, its time to start pushing them and amplifying their pain points a little. This might sound strange, but the key to creating massive influence is to stir up their pain before you present a solution.

Examples of questions I might ask include: "Why do you think this problem exists?" Or, "Who else does this problem affect in your business or your life?" These questions will get your prospect to realize how important it is to eliminate the pain point they are experiencing. Continue to write down their responses to these questions.

5. Recap their pain point and present your solution. 

At this point, you've done most of the listening, just as a doctor asks their patient questions when they go in for a checkup. Now it's time to let your prospect know that you understand them and can wipe out the pain point they are experiencing. Recap their problem and who it affects, and then ask them if they would like to hear how you can help solve their problem.

Explain how you've helped a client just like them -- whether that be a company or a consumer in a similar situation -- and how you eliminated their pain point to help them reach their goals. Share a case study that's even more extreme than your prospect's situation because it shows them that they can transform, too.

6. Ask for the order and close.

After you're done with your presentation, be quiet and wait for your prospect to respond. This allows them to think it over. They may ask you some questions about how your product or service works. Answer each one of their questions and then go back to being quiet. Eventually, your prospect should ask how much your product or service costs -- this is where I've found that incentive-based pricing works well.

Incentive-based pricing is when your everyday costs are twice as high, but you cut the price in half for customers if they make a decision on this one phone call. After you've told them how much it costs and you've created urgency through incentive-based pricing, wait for your prospect to respond.

Creating urgency works amazingly well to get prospects to purchase on a single phone call. In the event that they say no, have more selling points and answers prepared in advance for any objections they throw at you.

Nick Tubis


Nick Tubis helps people start and grow successful freelancing businesses. He is an expert at helping people get clients using online methods and making things super simple to understand.If you're interested in starting your own business or scaling up and getting clients then definitely reach out and request a free strategy session today.
FB Comments Will Be Here (placeholder)
© 2018 NickTubis.com