cold calling tips for top sales reps
TRANSCRIPT
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Cold CallingBest Practices
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Learning Objectives
To learn and utilize a proven cold-calling structure to success
To practice and sharpen our cold-calling skills
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MAKE CALL Process
Express Thanks
Make a Short Intro
Ask for the Decision Maker
Key in on the Best Way to
Communicate
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MAKE CALL Process
Learn Pre-Meeting
Facts
Communicate a Short Intro
Ask QuestionsListen
Give Insights
Leverage Power
Statement & Ask for a Meeting
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Cold Calling Goals
What are THREE goals of yours when you are cold calling?
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Phase 1: Gatekeeper
IDEAL STATE: Find the name of the Decision Maker before you call.
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Phase 1: Gatekeeper
Group Question: What are the goals of a typical
gatekeeper?
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MAKE a Short Intro
This should include…
Name
Company
Purpose
DO NOT try to be tricky
or hide your motivations for
calling!
Make a Short Intro
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ASK for the DM
How do you typically ask for the decision maker?
Ask for the Decision Maker
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KEY in on the Best Way to Communicate
Key in on the Best Way to
Communicate
PHONE? EMAIL? TEXT?
IN-PERSON?
WHAT TIMES?
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EXPRESS Thanks
Be sincere, restate game plan if needed, and remember their name!
Express Thanks
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Phase 2: Decision Maker
Group Question: What are the goals of a typical decision maker?
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COMMUNICATE a Short Intro
Communicate a Short Intro
This should include…
Name
Company
Purpose
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ASK Question; Listen; Give Insight
Ask QuestionsListen
Give Insights
1. Ask open-ended questions
2. Listen thoughtfully
3.Respond with an insight that allows prospect to see the opportunity (and listen
for buying signal!)
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ASK Question; Listen; Give Insight
Ask QuestionsListen
Give Insights
Open-Ended Questions
Prepped Before-Hand
Leading…
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ASK Question; Listen; Give Insight
Ask QuestionsListen
Give Insights
Listen Thoughtfully
It is a CONVERSATION
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ASK Question; Listen; Give Insight
Ask QuestionsListen
Give Insights
Utilize a Prepared Insight
Should be relevant to question and response
Sets You as Consultant
Category, Company, Competition, Client, Consumer
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LEVERAGE a Power Statement
Leverage Power
Statement & Ask for a Meeting
What is a POWER STATEMENT?
Tie it all together and close on appointment
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LEVERAGE a Power Statement
Leverage Power
Statement & Ask for a MeetingNo more than 1-2
sentences.Don’t forget to ASK FOR THE MEETING
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Learn Pre-Meeting Facts
Learn Pre-Meeting
FactsDon’t be afraid to follow up with
NECESSARY questions after a face to face meeting is agreed to.
Explain the WHY behind the questions.
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Questions?