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Trang 1Tweet your learning's using #ConnectWebinars
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Trang 2
“5 Secrets to Effective Cold Calling”
Visit our Website: www.MrInsideSales.com
Email: Info@MrInsideSales.com
Trang 3Free Resources to Help You Sell More Over the Phone:
www.MrInsideSales.com = Free Ezine Sign Up!
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Phone Scripts! Past articles and word for word scripts on cold
calling and closing sales by phone
Trang 4What You’ll Learn Today:
Cold Calling Best Practices
• How to avoid getting screened out by the gatekeeper
• Use the most effective opening
• How to build instant rapport
• How to overcome initial resistance
• How to qualify for timeline
Trang 5There are Lots of Ways to
Generate Leads…
• Marketing Activities
• Referrals
• Social Media
• Networking/Tradeshows
Trang 6Cold Calling is the ONLY Lead Generation Activity Directly
Under Your Control
Trang 7Now Let’s Look at Five
Prospecting Best Practices
• Using a proven technique to get past the gatekeeper
• Use the most effective opening
• Build instant rapport
• Overcome initial resistance
• Learn how to identify timeline
Trang 8How to Get Past the Gatekeeper:
“Hi, could you please connect me with _, please?”
“Can I tell them who is calling?”
You respond with:
“Yes, please, please tell him _ _ with the (your company) is holding please.”
Trang 9Use the Most Effective Opening:
First: What NOT to do:
Nothing identifies you as a salesperson more than saying:
“How are you today?”
Trang 10Instead, Use a Different Opening
to Grab Your Prospect’s Attention
• “How’s your Thursday going?”
• “I hope you’re doing O.K.”
• “Is it raining there, too?”
• “Can you hear me OK?”
Trang 11How to Build Instant Rapport
“ , we haven’t spoken yet…
“I got your name from…
“And briefly, I just wanted to see if what we provide might be able
to help you (organize your lead flow better ), let me ask you:
Trang 12Now ask a quick qualifying question:
“Are you using Salesforce or some other kind of CRM?”
“How are you currently recording and logging your calls?”
Or any other question to engage your prospect…
Trang 13The One Response to Handle Initial Resistance
This one response will work when you get:
“I’m not interested” or,
“We already have a company”
Trang 14How to Handle Initial Resistance
“ I understand , and I’m not calling to sell you anything today
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
Let me ask you…”
Trang 15• “If I could show you a way…”
• “What would it mean to you if you could….”
• “How important is it for you to…”
• “Are you still the person who handles….?”
Trang 16Just Send Me Your Information
“I’d be happy to email you our information
(Prospect’s name), I have a 64 page PDF file that I can email you, but let me ask you just a couple of quick questions so I can only send you that part that you’d be most interested in…”
Trang 17How to Qualify for Timeline
• “If you like what you see after the demo, what would be the
next steps on your side?”
• “If you think this solution will work for you, what would be
your timeline for getting started?”
• “If after the demo this is something you’re interested in taking advantage of, could you move on it in the next couple of weeks?”
Trang 18Successful Prospecting is Made Up of:
• Being Prepared in Advance
• Using Proven Scripted responses
• Practicing Perfection on each call
And here’s how you can do that in every area of your sales
presentations:
Trang 19
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Selling Over the Phone