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Data.com Connect Presents: Mike Brooks - The new rules of cold calling

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Data.com Connect Presents: Mike Brooks - The new rules of cold calling

  1. 1. /ConnectMembers @ConnectMembers Data.com Visit connect.data.com Sign up for free today and get 2 free contacts!
  2. 2. Sales 2.5: The New Rules of Cold Calling Visit our Website: www.MrInsideSales.com Email: Info@MrInsideSales.com
  3. 3. What You’ll Learn Today • The One Technique to glide past gatekeepers • How to NOT sound like a sales person •What the NEW RULES of cold calling are • How to avoid the brush off
  4. 4. Cold Calling – Is it Really Necessary? Even in Sales 2.0 You Still Have to Pick up the phone to: • Call back an inbound lead, or • To call on a “warm” lead you found on LinkedIn, etc, or • To prospect (cold call!) into a market or to expand an account
  5. 5. Welcome to Sales 2.5! Sales 2.5 is successfully combining the New Tools of sales with the Old Rules of traditional Top 20% selling. These include: • Being prepared for the situations you run into 80% of the time • Using proven scripted responses • Practicing perfection on every call
  6. 6. Gliding Past the Gatekeeper: “Hi, could you please connect me with_________, please?” Gatekeeper: “Can I tell them who is calling?”
  7. 7. You respond with: “Yes, please, please tell him _______ _______ with the (your company) is holding please.”
  8. 8. Don’t be fooled by how simple this looks…. This works because: • By using please, you are differentiating yourself • Giving both your full name & company name you’re not trying to trick anyone • Using an instructional statement gives direction – avoids further screening
  9. 9. How to NOT Sound like a sales person Nothing identifies you as a salesperson more than: “Hi _______, how are you?” In fact, how do YOU feel when someone you don’t know calls you and asks you that?
  10. 10. Use a better opening • “How’s your Thursday going so far?” • “Is it still raining there?” • “Can you hear me OK?”
  11. 11. The New Rule: Build Instant Rapport “_______, we haven’t spoken yet…. OR “_______, I got your name from (LinkedIn, a referral, a website inquiry…..
  12. 12. “And briefly, I just wanted to see if what we provide might be a fit with (what their company does…) Now ask a quick qualifying question: • How are you currently handling (XYZ)? •What is your time frame for adding/fixing/improving your (XYZ)? • If you found a way to increase productivity while reducing what you’re spending on (XYZ), what would your interest level be?
  13. 13. This works because: • You’re not talking at your prospect (unlike your competition) • You’re immediately allowing your prospect to interact • You’re qualifying and learning by listening All this allows you to build instant rapport!
  14. 14. How to Avoid the Brush off This one response will work when you get: • “I’m not interested” or, • “We already have a company for that” • Or any other brush off…
  15. 15. How to Avoid the Brush off “ I understand ________, and that’s good because I’m not calling to sell you anything today.”
  16. 16. Avoid the Brush off (cont) “Instead, 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.”
  17. 17. Avoid the Brush off (cont) • “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…”
  18. 18. This works because: • You’re taking the pressure off your prospect (unlike your competition) • You are allowing your prospect to interact • You’re qualifying and learning by listening
  19. 19. Brush off #2: Just Send Me Your Information “I’d be happy to email you our information, _______. I have a 64 page PDF file that I can email you, but do you mind if I ask you just a couple of quick questions so I can only send you that part that you’d be most interested in?” • Now qualify for interest, time frame and DM
  20. 20. Getting Commitment for the Next Call helps determine their level of interest • Do you have an appointment time and date for your next contact? • How are you going to reach out to them prior to this? • Has your prospect been given an out?
  21. 21. Prospecting in Sales 2.5 Means: • Being prepared for the situations you run into 80% of the time • Using proven scripted responses to help build rapport • Practicing perfection on every call
  22. 22. And here’s how you can do that in every area of your sales presentations:
  23. 23. Special Webinar Offer! 5-CD’s Regular Price: $249 NOW JUST $99 CD #1: The 80/20 Rule In Sales: CD #2: Cold Calling Success CD #3: Closing Sales Like the Top 20% CD #4: How To Handle The Top Ten Objections CD #5: Taking It To The Next Level Limited Time Offer 5-CD’s to Double Your Income Selling Over the Phone http://mrinsidesales.com/webinaroffer.htm

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