Data.com Connect Presents: Mike Brooks - The new rules of cold calling
Post on 21-May-2015
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Sales 2.5: The New Rules of Cold Calling
Visit our Website:
www.MrInsideSales.com
Email: Info@MrInsideSales.com
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
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
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
Gliding Past the Gatekeeper:
“Hi, could you please connect me with_________, please?”
Gatekeeper:
“Can I tell them who is calling?”
You respond with:
“Yes, please, please tell him _______ _______ with the (your
company) is holding please.”
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
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?
Use a better opening
• “How’s your Thursday going so far?”
• “Is it still raining there?”
• “Can you hear me OK?”
The New Rule: Build Instant Rapport
“_______, we haven’t spoken yet….
OR
“_______, I got your name from (LinkedIn, a referral, a website inquiry…..
“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?
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!
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…
How to Avoid the Brush off
“ I understand ________, and that’s good because I’m not calling to sell you anything today.”
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.”
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…”
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
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
Getting Commitment for the Next Callhelps 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?
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
And here’s how you can do that in every area of
your sales presentations:
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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
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