A Customized Cold Calling Script
Exclusively for Kuehne Nagel
Good questions close sales. We all know marketing people should ask good questions and then listen to the answers of the prospects to understand their needs and problems so that they could provide a great solution to the prospects’ problems.
We will develop customized questions based on your company and industry which your marketing people can take advantage of and sell more powerfully.
Some examples of such questions:
Section One – Attention getting sales openers
Our Recommended Target Sales Prospects: To increase your contact ratios, we recommend that your first contact should be with business owners and senior-level executives in the corporate companies or export firms or whoever is your target audience etc. Your best results will always come when you start at the top of the executive team and then work your way downward.
Attention getting sales openers for Cold Calling / For Appointment with prospective customers
Sales Opener 2:
Major Theme: Use this sales opener to contact corporate companies when you want to talk about the excellent network of associates you have around the world for all their cargo logistics needs. Also use this opener when approaching companies who were in the newspaper or trade publications for their excellent growth or awards etc. they won in their field of operations
Where do you find these companies? Focus on the top companies within a 30 mile radius of your work location. Look in the company website and your local business newspaper (or business journal) and read the business column where you will find companies in the news either through business stories or their press releases etc
Remember to be upbeat and enthusiastic on the telephone.
(Insert the first name of your sales prospect here), this is (Insert your full name here) with (Insert the name of your company here) and we just wanted to congratulate you! PAUSE. We saw your name mentioned in the most recent edition of (Insert the name of the offline or online medium here).
Example your name is Rajesh Kumar and you are working with Kuehne Nagel. You are talking to the prospect whose name is Ravi Kumar, and you read about their company having won an award for best exporter in the country for Basmati Rice, you say:
You: Mr. Ravi, this is Rajesh Kumar with the marketing department of Kuehne Nagel, one of the most professional freight forwarding & logistics services providers in the country and we just wanted to congratulate you! PAUSE. We saw your company name mentioned in the most recent edition of the Business World for winning the award for the best exporter in the country for Basmati Rice.
(PAUSE to hear how they respond. If you conveyed a sense of confidence and enthusiasm over the telephone then 95% of the time you will have a positive and/or curious response from your prospect. For the small percentage of time in which this opener doesn’t receive the desired response that you had expected (meaning they respond more negative manner) then immediately take control of the situation and state the exact reason for your telephone call. )
I was just wondering if you have thought of looking at other excellent options available in the rail, road, sea and air transportation services for all your logistics needs. Now an excellent network of global associates are readily available to you with Kuehne Nagel to take advantage of and get all your cargo delivered timely which means you let your logistics money grow into bigger money…
How does tomorrow at 10 sounds to visit your office to discuss your cargo movement needs and wants and options a bit further. Does this time suits you or does day after at 10 suits better for you?
Always make sure that you set a specific day, date and time and ideally then follow up with an email confirmation after your call and then a friendly reminder email one day before your set appointment.
Section Two: Persuasive Questions
Ask these questions to enter the mind of the prospective customers, understand their logistics needs and wants and problems in logistics they may be facing and then convert them into your clients by giving them the best of logistics solution.
Four types of questions that we ask as sellers
1. Facts
2. Problems
3. Consequences
4. Value
Some fact questions your marketing executives can ask the prospects while selling.
5. You: How does your business operate? What are the business processes?
6. You: Are new offices / locations to be opened in the near future?
7. You: Are you aware of Kuehne Nagel’s expertise as freight forwarding & logistics services providers?
Problem questions
These Questions establish whether or not there is a problem that you can solve:
1. Are you happy with your current freight forwarding & logistics service providers’ reliability? If not what are you doing about it?
2. Do you get all what you had expected to get from your current Cargo Logistics provider?
Consequences Questions
These questions establish the seriousness of the problem the prospects may have
These questions get the prospects to experience the emotions of the consequences of not having the best logistics support for their goods currently.
Some consequences questions you can ask the prospects
1. How has a less than desired logistics service provided by your logistics provider been affecting your business?
2. What effect do you think a cargo logistics providers’ non performance will have on your business in the long run?
Value Questions
These questions will tell you whether or not you can close this sale to solve this particular problem of the prospects
Examples of Value questions you can ask:
1. How much saving do you think you can have by engaging a tech savvy company like Kuehne Nagel as your cargo logistics provider?
2. What other advantages do you think you can have by streamlining your cargo logistics requirements through us?
Some other types of questions you can ask:
Getting through gatekeepers – receptionists / secretaries (On the phone / face to face)
Script type: Cold calling - Foot canvassing
Talking to whom: The receptionist of a company, exporting basmati rice globally.
Sales person: Hello Madam, my name is Ram Singh from Kuehne Nagel. I have come here to meet with your operations manager to detail him how we ensure a fast and safe handling and delivery of all your cargo movements around the world which we can customize to the specific needs of your company. What I’ve also come here is to tell your manager how we can save your company a lot of money you spend on cargo logistics. Can I meet your operations manager please?
Script type: Opening the sales – Face to Face (Meeting the prospect after taking appointment from him)
Talking to whom: The decision maker: Mr. Ramesh Singh of a corporate company selling computers around the country.
Sales person: Mr. Ramesh, my name is Ram Kumar and I am from Kuehne Nagel, India’s number one freight forwarding and logistics solutions company. Thanks for giving me the time. We have been working extensively with computer companies for last many years. One of the chief concerns we keep on hearing from the managers of these companies is their frustration at not getting the world best logistical support in emergency when they need logistical support the most and also the kind of support they should get from the logistics solutions companies. We have been able to help lot of our customers of your industry deal with this issue and I have come hear to detail you on how we have been helping them. And how we can do the same for you….
Script type: Rapport building question
Talking to whom: The decision maker – corporate company selling computers around the country
Example 1
Sales person: You seem to have had one very exciting journey in your career: can you tell me something about it?
Section Three: Sales rebuttals to sales objections by the prospects.
Example 1
Prospect: I am not interested in a cargo logistics provider at this point of time.
Sales person: Sir, for peace of mind it never hurts to be open to a free second opinion on your freight forwarding and logistical services needs and the problems if any you may be facing? If you can give me a little time I can understand your logistics needs and identify problems if any and then offer you a solution to those problems and meeting those need9s. And I will do this without any obligation on your part.
