Welcome to today’s webinar:   “5 Secrets to Successful Prospecting Over the Phone          in 2012”       Visit our Websit...
Ask your questions via Twitter  Tweet: @datadotcom #jigsawcontactsOr in the Question’s box on your screen
What You’ll Learn Today:      Cold Calling Best Practices• How to get through to the decision  maker• Use the most effecti...
Generating Qualified         Leads and Appointments• Marketing Activities• Referrals• Networking/Web 2.0• Cold Calling
Cold Calling is the ONLY Lead Generation Activity Directly     Under Your Control
Now Let’s Look at Five      Prospecting Best Practices• How to get through to the decision  maker• Use the most effective ...
How to Get Past the Gatekeeper:“Hi, could you please connect me with_________, please?”“Can I tell them who is calling?”Yo...
Don’t Open Your Calls This Way:Nothing identifies you as a salespersonmore than:“How are you today?”
Instead, Use the Right Opening• “How’s your Thursday going?”• “Is it raining there, too?”• “Can you hear me OK?”
How to Build Instant Rapport“________, we haven’t spoken yet….“I got your name from…..“And briefly, I just wanted to see i...
The One Response to Handle Initial            ResistanceThis one response will work when you get:“I’m not interested” or,“...
The One Response to Handle Initial             Resistance“ I understand ________, and I’m not calling to sell you anything...
Just Send Me Your Information“I’d be happy to email you our information. (Prospect’s name) I have a 64 page PDF file that ...
Get a Commitment for               the Next Call• Get an appointment or date for your nextcontact.• Decide what’s going to...
Successful Prospecting is                Made Up of:• Being Prepared in Advance• Using Proven Scripted responses• Practici...
Just $149 and You Get ALL This:                     Webinar Special:•   CD #1: The 80/20 Rule In Sales:           CD #3: C...
This is the Complete System!                 Limited Time Offer – Just 25 Sets Available•   CD #4: How To Handle The Top T...
Find us anytime:      @datadotcomhttp://data.com/facebook
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5 Secrets to Successful Prospecting Over the Phone in 2012 by Mike Brooks (Mr. Inside Sales) for @datadotcom

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If you have to prospect over the phone to either set appointments or qualify prospects, then I don’t have to tell you how hard it can be. With gatekeepers, brush offs, stalls and all your competition also calling, it can get hard to even pick up the phone sometimes!

The good news is that once you attend this FREE Webinar and learn these 5 Secrets of Successful Prospecting, everything will change for you!

Join Mike Brooks, Mr. Inside Sales, for this Webinar Event that will have a huge impact on your sales in 2012!

In this powerful NEW Webinar, you’ll learn:

* How to Get Through to Decision Makers
* The Most Effective Opening to Use
* How to Instantly Build Rapport
* How to Handle Common Brush Off Objections
* The Importance of Getting a Commitment

Presented by Mike Brooks, founder and principle of Mr. Inside Sales, a Los Angeles based inside sales consulting and training firm, and author of the award winning books on inside sales: "The Real Secrets of the Top 20%", and his new book, "The Ultimate Book of Phone Scripts".

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5 Secrets to Successful Prospecting Over the Phone in 2012 by Mike Brooks (Mr. Inside Sales) for @datadotcom

  1. 1. Welcome to today’s webinar: “5 Secrets to Successful Prospecting Over the Phone in 2012” Visit our Website: www.MrInsideSales.comEmail: Info@MrInsideSales.com
  2. 2. Ask your questions via Twitter Tweet: @datadotcom #jigsawcontactsOr in the Question’s box on your screen
  3. 3. What You’ll Learn Today: Cold Calling Best Practices• How to get through to the decision maker• Use the most effective opening• Build Instant Rapport• Overcome Initial Resistance• Get a commitment
  4. 4. Generating Qualified Leads and Appointments• Marketing Activities• Referrals• Networking/Web 2.0• Cold Calling
  5. 5. Cold Calling is the ONLY Lead Generation Activity Directly Under Your Control
  6. 6. Now Let’s Look at Five Prospecting Best Practices• How to get through to the decision maker• Use the most effective opening• Build Instant Rapport• Overcome Initial Resistance• Get a commitment
  7. 7. How to Get Past the Gatekeeper:“Hi, could you please connect me with_________, please?”“Can I tell them who is calling?”You respond with:“Yes, please, please tell him _______ _______ with the(your company) is holding please.”
  8. 8. Don’t Open Your Calls This Way:Nothing identifies you as a salespersonmore than:“How are you today?”
  9. 9. Instead, Use the Right Opening• “How’s your Thursday going?”• “Is it raining there, too?”• “Can you hear me OK?”
  10. 10. How to Build Instant Rapport“________, we haven’t spoken yet….“I got your name from…..“And briefly, I just wanted to see if what we providemight be able to help you (whatever your product orservice does…)” Now ask a quick qualifying question
  11. 11. The One Response to Handle Initial ResistanceThis one response will work when you get:“I’m not interested” or,“We already have a company”
  12. 12. The One Response to Handle Initial Resistance“ I understand ________, and I’m not calling to sell you anything today. Rather,I’m here to see if there might be a fit between our two companies and if there is,then to offer you an additional resource you might be able to use later on.Let me ask you…” “If I could show you a way…” “What would it mean to you if you could….” “How important is it for you to…”
  13. 13. Just Send Me Your Information“I’d be happy to email you our information. (Prospect’s name) I have a 64 page PDF file that Ican email you, but do you mind if I ask you just acouple of quick questions so I can only send youthat part that you’d be most interested in?”
  14. 14. Get a Commitment for the Next Call• Get an appointment or date for your nextcontact.• Decide what’s going to happen before then.• What has your prospect committed to doingbefore that next call?
  15. 15. Successful Prospecting is Made Up of:• Being Prepared in Advance• Using Proven Scripted responses• Practicing Perfection on each call And here’s how you can do that in every area of your sales presentations!
  16. 16. Just $149 and You Get ALL This: Webinar Special:• CD #1: The 80/20 Rule In Sales: CD #3: Closing Sales Like the Top 20%• Why do 20% of Sales Reps make 80% of Overcoming initial resistance the sales and income? One technique that can instantly get the deal• How I turned my sales career around and The power of trial closes catapulted myself into the Top 20%• 5 Rules of Top 20% performance and what Don’t answer objections, isolate them! YOU can begin doing TODAY 5 ways to stop talking past the close• Pre-Call Preparation How to use the take away close• The importance of scripts And Much, Much More!!• CD #2: Cold Calling Success• How to handle Reflex Objections• How to eliminate screening FOREVER!• The real definition of a Qualified Lead• How to avoid rejection• How to handle incoming leads• Avoiding call reluctance 5-CD’s to Double Your Income• How to use Voice Mail and Email to your Selling Over the Phone - $249 Value advantage• And Much, Much More!! http://www.mrinsidesales.com/cold.htm
  17. 17. This is the Complete System! Limited Time Offer – Just 25 Sets Available• CD #4: How To Handle The Top Ten Objections • JUST $149 For Both! ($300 Value!)• Learn scripted responses to the objections that are blowing you out of the water!• “The price is too high”• “I need to talk to ______”• “I need to think about it”• “I already have a supplier…”• And Much More!• CD #5: Taking It To The Next Level AND “The Complete Guide Cold• How to move into the Top 1% of the Top Calling” eBook - $29.99 value 20%!• How to build a team of support people• How to be in the closing arena all the time!• Learn how to Expect Success• How to develop a Winning Attitude• The Power of Self Talk• And Much, Much More! http://www.mrinsidesales.com/cold.htm
  18. 18. Find us anytime: @datadotcomhttp://data.com/facebook
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