Date post: | 20-Aug-2015 |
Category: |
Education |
Upload: | insidesalescom |
View: | 2,657 times |
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Myths of the phone
and prospecti
ng
COLD calling is
deadCold Calling 2013
FACT: It is the fastest, cheapest way to
proactively enter into a sales conversation with a
prospect you are not doing business with, and did not
contact you.
Myth: Prospecting is just a numbers game.
Fact: It’s a quality game.
Myth: For every no you get, you’re that much closer to a yes.
Fact: If you’re doing the wrong things, every no gets you closer to another no,
and you get better at getting them.
Myths
You need to LOVE rejection
NO!
The Importan
ce of Making
Your Calls
Smart
Buyers are busier than ever
They don’t have time to talk to every “vendor” who wants to sell something
They don’t care how great YOU
think you are
They DO want to talk about
them
The Solution?Smart Calling
DUMB COLD CALL OPENING"Hi Pat, I'm Dale Stevens with Atlantic Associates. We provide internal communications training. I’d like to introduce our training programs to you and see if you’d like to attend a webinar to learn more about our courses and how they help companies."
SMART CALL OPENING"Hi Pat, I'm Dale Stevens with Atlantic Associates. I understand that one of your initiatives for the year is strengthening the communication and collaboration between your account management and production departments, so you can increase your customer retention rate and order frequency. With another components manufacturer we were able to help them do exactly that and raise their retention by 55% in six months, and reorder rate by 34%. I'd like to ask a few questions to see if I could provide you with some information."
“The world is full
of educated derelicts.”
Blogs
Social Engineering Defined
“Using relationships with people to attain a goal.”
Executing Social Engineering In Sales
“Asking questions of anyone at the prospect’sorganization to gathersales intelligence”
Social Engineering
Primary ObjectiveWhat do you want
them to DO as a result of the call?
How to never be “rejected” again on a phone call
Secondary ObjectiveWhat can you at least
ATTEMPT on every call?
"When I come out of a courtroom, I never feel like I've lost, because I always give my client my best. If you give your best, you don't lose. The case may be lost, but I don't lose."Edward Bennett Williams
Call Opening Mistakes
Making it all about YOU
Call Opening Mistakes
No Value for THEM
Call Opening Mistakes
You ask for, or hint at, a decision
“I know you’re busy so I won’t take up much of your time…”
Opening Mistakes
“Thanks for taking my call…”
“I’m calling people in your area...”
“I’m updating my database…”
1. Put them in a positive, receptive state of mind
Opening Statement Goals
2. Get themtalking
Opening Statement Goals
The Smart Calling Opening
1. Identify Yourself and Company2. Connect with Your Intelligence3. Hint at Possible Benefit4. Suggest Another Possible
Benefit and Move to Questions
Free Smart Calling Resources
-Audio seminar of 24 opening statement mistakes AND the Smart Calling process with word-for-word examples
-Ebook of 501 sales tips
www.SmartCalling.com/summit