In today’s edition of The Cold Calling Podcast, we look at some of the issues that come up when you are selling to people you cannot actually meet face-to-face. How do you get around the issues of trust when you are selling exclusively via remote channels such as telephone and e-mail?
Thanks to Dan from Australia by the way, for the audio comment that inspired the theme of this episode.
Cold calling can be difficult at the best of times but remote selling, where you have to do everything over the phone and via e-mail (when a meeting is not possible because of geographic limitations for example), can present a whole bunch of challenges of its own.
In this episode of The Cold Calling Podcast, sales coaching experts Mike O’Hara and Greg Grimer discuss some of the the sales techniques you can use in those situations, when selling over the telephone is your only option. How do you build trust and credibility with a prospect you can’t meet? How can you use supporting materials (for example new media like web-based video) to enhance your telephone pitch and value proposition? What can you do with case studies and references? Where do business networks like LinkedIn fit into the equation? Is personalised collateral the key to helping support your remote selling activities?
Greg and Mike discuss all of this and more, so just click on the play icon above to listen to the podcast.
If you would like personal, one-on-one cold call training from Greg, please visit our sales coaching page to find out more.
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