Simplifying the Science of Sales.
So you’ve got your Sales head on. You read my blog on Valuing People and Its Relationship to Prospecting.
You’re not going to read from a script, you’re going to ask all about the client to make sure you’re really helping them out with what you can provide.
You’ve even done a little bit of background research on them, so you actually know what you’re selling will be brilliant for them.
You know you’re personable and you’re not going to be pushy at all. Ok, here goes.
“Oh, hi there, I was wondering if I’d be able to speak to Michelle?”
“This is Michelle, can I ask who’s calling please?”
“Hi, Michelle, it’s Steve, I just wondered have you got a couple ofminutes at the moment so I can show you how I can help you with my new online service?”
“Sorry, Steve,now’s not a good time, sorry I’m really busy.”
“Is there a better time t-“
“ Sorry, Steve I’ve got to go….Thanks David can you just put it on my desk?”
Call Ended 00:00:57.
There goes your Monday motivation.
Everything was in place, Michelle was perfect. If she doesn’t want to know, why would anyone else?
So what went wrong?
You only thought about yourself. You were ready to make the call. But Michelle had just gotten in after a weekend break away where she had no service. The gang in the office hadn’t been able to get hold of her and as soon as she got in Monday morning, she was inundated with work.
The last thing she had time for was a Sales call.
So when do people have time?
🎯 Best Days To Cold Call?
Thursday is the best day to prospect. Wednesday the second best.
Meanwhile, in the Legion of Doomed Sales calls, Tuesday is the worst day.
Friday and Monday statistically don’t have much in the way of difference between them. But you shouldn’t worry about that, because now you know you should be making your calls on Thursday, or Wednesday if you can’t do Thursday.
🎯 Best Times To Cold Call?
The best times for a sales call is 4:00 – 5:00pm. The next best time slot is 8:00 – 10:00am. The worst times to cold call are 11:00am and 2:00pm. People are in the flow of working after spending the morning reading blogs about when the best time to make sales calls is.
Sometimes it’s the simple things like this that can stop you from making sales.
P.S. If you found this tip valuable, stay tuned for more from the Simplifying the Science of Sales series in my blog. I’d be delighted if you joined the ranks by following me, I look forward to hearing your own thoughts on my insights!
I’ll always try and put out content which can help you improve your sales techniques, but for when it’s not specific enough for you, or not there quite when you need it, I’ve set up an exclusive membership group.
There you’ll be able to get Sales Coaching on Demand, as well as a bunch of other cool features. Check it out!
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Steve Knapp is the Founder and Owner of Steve Knapp Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]