Secrets of Cold Calling

889 views
764 views

Published on

Published in: Business, Technology
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
889
On SlideShare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
67
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 1 hour of straight calling is more effective than 4 15-minute blocks scattered throughout the day, 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • 04/21/13
  • Secrets of Cold Calling

    1. 1. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizSecrets of Effective Cold CallingCraig JamesSales SolutionsJuly 31st, 2007
    2. 2. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizAgendaHow to use this mediumIntroductionsContentClosing Q&A
    3. 3. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhat defines a cold call?First contactYou are unknown to the prospect
    4. 4. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizHow does the mere thought ofcold calling make us feel?
    5. 5. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhy is making cold calls unappealing?
    6. 6. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhy is making cold calls unappealing?Because we expect the worst
    7. 7. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhy is making cold calls unappealing?“I’m not interested”“I’m busy” (You’re interrupting me)
    8. 8. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhy is making cold calls unappealing?“I’m not interested”“I’m busy” (You’re interrupting me)“We’re happy with our currentprovider”
    9. 9. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhy is making cold calls unappealing?“I’m not interested”“I’m busy” (You’re interrupting me)“We’re happy with our currentprovider”“I hate telemarketers!”
    10. 10. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhat makes them “cold”No rapport has been builtNo relationship has beenestablishedNo trust has been earned
    11. 11. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhy else?We don’t know what to saywhen we hear these objectionswhen we get voice mailWhen we get the gatekeeperwhen we actually get our target onthe phone!
    12. 12. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizHow could we “warmup” cold calls?ExpectationsYou will get more nos than yessesThe best baseball players makeout twice as often as they get a hit!AttitudeApprehension - it’s normal!“I am not a telemarketer!”Don’t take nos personnallyRejoice at the yesses!Worse thing that could happen?
    13. 13. Elements of an EffectiveCold CallPreparationDeliveryDiscussionCommitmentSales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz
    14. 14. PreparationGet in a positive frame of mindIdentify the right prospectcompaniesDetermine and identify the rightindividual(s) at the companyConduct research on your prospectsHave a realistic expectation andgoal for your cold calling sessionSales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz
    15. 15. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizWhat is a realisticexpectation and goal?It is not to close a saleIt is toestablish a relationshipby building rapport and truststimulate interest and desireby conveying benefitsdetermine if prospect is qualifiedby asking questionsschedule a meeting or next call
    16. 16. PreparationCreate and practice a 20-secondelevator pitchHave a set of benefit statementsHave a set of questions to askDiscoveryFUDConsider making a pre-call contact(letter, email)Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz
    17. 17. PreparationExpect resistance. Have responsesto the most common objectionsSet aside large blocks of time tomake your calls.Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz
    18. 18. DeliveryBe confident and self-assuredWhat you sayChoice of wordsConnect with dissatisfactionBenefit/value statementsHow you presentInflection, pacingConvey uncertainty as to fitSales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz
    19. 19. DeliveryState who you are, the companyyou represent, and what you doPresent your concise benefitstatementSales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz
    20. 20. DiscussionAsk your short series of discoveryand FUD questionsOpen questions for discoveryLeading questions for qualificationDecide if you have a qualifiedprospectSales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz
    21. 21. CommitmentIf so, schedule a meeting orsecond discussionSales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz
    22. 22. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizHow to handle resistanceI’m not interested”“I’m busy” (You’re interrupting me)“We’re happy with our currentprovider”“I hate telemarketers”“I don’t believe you”
    23. 23. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizSummaryCold calling doesn’t have to beeither unpleasant or unproductiveit doesn’t even have to be cold!The best way to effectively cold call is tobe prepared (benefits, resistance)be practiced in your deliverybe skillful in the use of questioning
    24. 24. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizClosing Q & A
    25. 25. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizSales SolutionsService OfferingsSkill Enhancement/Sales ProcessImprovementOne-on-One Sales CoachingCustomized Sales ConsultingStrategic and Tactical Advisoryfor live deals
    26. 26. Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.bizSecrets of Effective Cold CallingCraig JamesSales Solutions877-862-8631info@sales-solutions.bizSign up to receive our Free monthly e-newsletter,The Sales Solution, at www.sales-solutions.biz

    ×