Welcome toDIY Tele-sales

With Esther and Chris Harding

Your most Powerful Tool

Does cold calling make you feel like this?

When you should be feeling this way!

Contents

Preparation

Pick Up The Phone

Talking to the Decision Maker

Handle the Objections

Get a Close

Follow it Up

Preparation

Set aside your time and stick to it

Decide who you want to target (Data Prep)

Decide what you want out of the exercise

Write A “Script”

Anticipate Likely Objections and Prepare your Responses in advance

RELAX – you might enjoy it!

Pick Up The Phone

Have a clear, straight forward intro -Be specific

Ask for their help & advice

Make a note of her/his name

Stay professional and respectful

Thank them for their time/help

Talk sense to the Decision Maker

Clear intro, precise reason for calling

Only call of the day (Use name of company)

Use Pliable Words

Ask intelligent questions (prep)

Clarify his position

Your feature, his benefit

Ask for his endorsement

Ask for the business

Handling Objections

Don’t be defensive

Use Feel, Felt, Found

Use LAARC (listen, acknowledge, assess, respond & confirm)

Ask for the Business

Get a Close

A firm order

An Appointment

Agreement to provide back up service

Literature request – be careful

Agreed time to call back

A positive sign off

Follow Up

Phone at agreed time

Literature (Specific)

Appointment Confirmation

In Conclusion

Be prepared

Be specific

Be brave

Be rewarded

And this is what you will achieve