cold calling techniques
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http://coldcallingtechniques.net/cold-calling-techniques/ Cold Calling Techniques to Reduce Anxiety, Pressure or Rejection This article discusses three cold calling techniques to help you if you find prospecting an uncomfortable and unrewarding task. This article will help you to refine your prospecting strategy. The cold calling techniques covered relate to three suicide phrases that you should avoid at all costs. These ideas will set you apart from the pack and show you how to put a constant flow of prospects into your sales funnel. Most people don’t get past first base when prospecting. They shoot themselves in the foot when talking to the receptionist (or gatekeeper). Follow the cold calling techniques below and you’ll have much more success getting put through to the decision maker. Suicide Phrase 1 “Good morning my name is Jerry Smith from ABC Company, how are you today?” This sounds fake! It is what so many sales people say right before they launch into a pushy sales pitch… it sets alarm bells ringing in the mind of the prospect. And that means game over. Instead, be natural and just say “Hello Joanne, Jerry Smith here, how are you?” Speak to them like you would speak to any other person that you’ve just met. This approach sounds calm, confident and non-threatening. It opens the way to conversation and rapport building. Suicide Phrase 2 “… the reason for my call today is…” Don’t say that! Justifying your call in this way has no posture. Top performers ask for the prospect to help them out. They say something like “I was hoping you could point me in the right direction?” This is a courteous and very effective way of communicating with the receptionist and usually elicits a response like “Certainly, what can I do for you today?” Suicide Phrase 3 “…can I speak to Mary please?” Sometimes sales people think they can outsmart the receptionist by researching who the decision maker is first, then calling and asking for the decision maker by their first name. The reality is you’re effectively a stranger. The receptionist will almost certainly recognise this. When they do, they will turn the tables and start qualifying you. They’ll ask “Will Mary know what it’s regarding?” or “Will Mary know you and where you’re from?” This is hard to come back from. And because you have disrespected the receptionist by not being up front with her, she will almost certainly give you your marching orders. Research these phrases for yourself. Just ask a few receptionists that you know how ticked off they get by phrases like these. When you are different to the pack, you’ll be perceived differently and ultimately received better by your prospects. Not only will your results improve but you anxiety and pressure will reduce dramatically too. For more real world prospecting tips that have been proven over more than 30,000 prospecting calls, head over to http://coldcaTRANSCRIPT
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Cold Calling Techniques to Reduce Anxiety, Pressure or Rejection
If you want a diary full of quality appointments but find cold calling a difficult and unrewarding task, you’re in the right place.
This slideshow will help you to refine your prospecting strategy.
The cold calling techniques covered relate to three suicide phrases that you should avoid at all costs.
These ideas will set you apart from the pack and show you how to put a constant flow of prospects into your sales funnel.
By James McNamara
http://www.colcallingtechniques.net
About James McNamaraJames McNamara is the Founder of the Impact Factory. He has been in business ownership and leadership + sales education for 17 years. His purpose is to “inspire and educate managers and business owners to become the best contributing leaders they can be”.
When it comes to cold calling, James has a wealth of practical experience. He’s made in excess of 30,000 cold calls… and counting. He knows what work, what doesn’t and why.
James is an experienced group facilitator, keynote presenter and one on one coach. He has a detailed working knowledge of the leadership and communication skills which will influence people to follow your lead willingly. Whether it’s leading a team, selling a product or service or building a solid reputation, James provides unique and practical insights on how to improve your results.
http://www.colcallingtechniques.net
Most People Don’t Get Past First Base When Prospecting
They shoot themselves in the foot when talking to the receptionist (or gatekeeper).
Follow the cold calling techniques below and you’ll have much more success getting put through to the decision maker.
http://www.colcallingtechniques.net
There Are Certain Suicide Phrases That You Should Avoid At All Costs
Let’s look at 3 Suicide Phrases NOT To Use When Setting Appointments
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Suicide Phrase Number 1
“Good morning my name is Jerry Smith from ABC Company, how are you today?”
This name, rank and serial number approach sounds just like a telemarketer and you’ll get screened!
Instead say…
“Hello Joanne, Jerry Smith here, how are you?”
The opens the conversation calmly, you can introduce yourself in a minute, once you’ve built some rapport (and not been screened!)
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Suicide Phrase Number 2
“… the reason for my call today is…”
Don’t say that! Justifying your call in this way has no posture. Top performers ask for the prospect to help them out. They say something like…
“I was hoping you could point me in the right direction?”
You can read more on these tips at http://www.coldcallingtechniques.net
http://www.colcallingtechniques.net
Suicide Phrase Number 3
“…can I speak to Mary please?” (without introducing yourself)
The receptionist is usually too smart for this and will ask “Will Mary know what it’s regarding?”
You are better off saying something like…
“I was hoping you could help me out, I’m from Company and I need to speak to your XYZ Manager, I believe it’s Mary is that correct? … Great, is Mary in today?
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For more articles and useful video’s on cold calling techniques, head over to
http://www.coldcallingtechniques.net.
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