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