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Learning the Connect Ropes: Find Any Direct Dial Phone Number

Robert Wolfrum Director, SAP Practice Development @RobertWolfrum www.murflow.net murflow@gmail.com Amanda Stam Data.com Senior Success Agent astam@salesforce.com

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Connect Direct Dials

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Who ➔  Who you know and intend to

What ➔  DID

Where ➔  Mobile – Rolodex - CRM

When ➔  100% Commitment

Why ➔  2x Lifetime Income

The 5 W’s

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Why and ‘all important’ Who

•  Off-Hook Production •  Cold Caller Flag •  Transfer Blocking •  Energy & Morale

Hidden Player Payout Blocked Contact Value Contact Exclusivity Off Radar Humans E.A. Reciprocity Non-Defensive Start E.A. # vs DID vs Mobile 5

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Professional Commitment “I refuse to recycle, create or consume general phone numbers.

I commit to the actions necessary to have a DID only CRM.

My golden Rolodex high income has been earned.”

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d i t P Y O

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Switchboard – 25% and dropping

All Different - Take Notes! 1.  How many, trained, competent, etc.

2.  Levels of Resistance; Tone; Demeanor - Disclosure

3.  Alternative Office / PBX “I can’t transfer you.” Gold Mine

4.  Time Zone Sympathy: Off Hours Security

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Stay Curious My Friend

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Ask the PBX – 20%

•  Know Each Phone System •  Cisco Unity, Avaya Audix, generic

•  Take Transfers to a new Level •  Befriend Zero, Star & Pound

•  Love the unanswered phone •  Thoughts on DBN / DBV

•  Walgreens

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Adjacent Calls – Easy Asks

Watch your time >> Be payoff Conscious Gather Easy to Find Records

Rolodex , CRM , Dead Leads, Data.com

Try several >> Document patterns Is company policy driving behavior?

Phone List: web, email, exchange

Make note of helpful people, backdoors, wins

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“That’s strange, have

you had the number for a

while?”

“I may have transposed a number”

What do you smell like on

a phone call?

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Example Scripts “Sorry about the mix-up…”

•  Don’t ask for anything immediately •  Wait for them to make a move •  Awkward is okay •  You are not calling off a list! •  OK to do some ‘thinking’ •  Confidence + excitement = enemies •  Asks beget a defensive mental posture

•  Lying does not build skills; drains energy, limits income potential

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project mild shock and confusion

suggest that you transposed

something

motive: they don’t want

you or others calling

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Topics For Your Own Scripts

•  Parallel Executive Transfer •  Motivated Mobile Phone Owners

•  Former Employee | Consultant

•  Outsourcing and Insourcing Contacts

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Advanced Sessions Mastering Phone Probes

•  Take getting DID numbers to a new level

•  Get the direct dial numbers for for an entire company

B2B Account Mapping and Cracking •  Map the who’s who at any company

•  Consistently identify and engage key people

•  Gain unfair career advancing advantage

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Thank You Thank You

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Coming Up at 11:10 a.m.

Proven Tweaks to Yield High Quality First Meetings from Email Prospecting

Presenter: Josh Krafchin Room: Rafael 1

Creating Winning Sales Pitches

Presenter: Patrick Duggan Room: Rafael 2