Free Webinar: 4 Steps to Win Sales through Cold Calling http: //tinyurl . com/ccayza Psychology of Cold Calling

• Caller Reluctance is Natural

• Warm Referral v. Cold Contact

• Expect a Conditioned Resistance

Psychology of Cold Calling

• Typically only 5% of your target market is actively looking at any given time

Free Webinar: 4 Steps to Win Sales through Cold Calling http://tinyurl.com/ccayza Percent of Your Target Market Disposition at any Given Time 5% Actively seeking a specific solution 30% Aware they have the problem, but not sure how to solve the problem 30% Have the problem, but are not aware of it or -dont have the resources to address it 35% No interest

Optimize Your Time with a Plan Low Priority Low Urgency Low Priority Low Urgency High Priority Low Urgency High Priority High Urgency Priority Urgency Cold Calling is here Free Webinar: 4 Steps to Win Sales through Cold Calling http: //tinyurl . com/ccayza

Property of Turnkey Meeting - Confidential Optimize Your Time with a Plan

• Plan Calling Time Effectively:

• • Before 9AM & After 5:00PM (may avoid Gate Keeper)

• • Friday afternoons

• • Avoid Monday Mornings

• • Preparation should be done the day before

• Block Out Specific Times & Targets to Call

• Have a Tracking System

• • Send emails after calling : Top of the pile

YOUR EMAIL

Optimize Your Time with a Plan Planned and consistent hunting will optimize your sales cycles You will actually WARM your prospect list as you go along. Eventually, calling your targets will seem natural, like you know them, their organizations, and their admins Free Webinar: 4 Steps to Win Sales through Cold Calling http://tinyurl.com/ccayza

Property of Turnkey Meeting - Confidential Prepare for Your Prospects

• Know the specifics about who you are targeting (reference your playbook)

Qualification Criteria Product X (examples) Target Titles & Positions

• COOs; Director of Supply Chain Management; Director of Logistics

Support Decision Makers

• CFOs; Directors of IS

Target Industries

• Transportation; Shipping; Manufacturing; Heavy Equipment

Location(s)

• US - Northeast

Size of Companies (employees and/or sales)

• $20MM+

Other Qualifying Specifics

• Does not outsource fleets

• Fleets greater than 50

Prepare for Your Prospects

• Research relevant information:

• • • New regulations

• • • Law suits

• • • Threats in the Industry

• • • Competitors

• • • Strategic Initiatives

• • • Mergers/ Acquisitions

Free Webinar: 4 Steps to Win Sales through Cold Calling http: //tinyurl . com/ccayza

Mentally Prepare for Success Free Webinar: 4 Steps to Win Sales through Cold Calling http: //tinyurl . com/ccayza

Set Goals & Measure

• Track Calls

• • Number of Attempts

• • • Number of Live Conversations

• • • Number of Voicemails

• • • Number Blocked

• • • Number of Meetings Set

• Calculate Time to Achieve Your Goals

Free Webinar: 4 Steps to Win Sales through Cold Calling http://tinyurl.com/ccayza Attempts Live Vmail Blocked Meeting Comments 50 5 43 2 1

• Mary at ABC seems to be in her office in the mornings

• Joes admin at XYZ is out on Fridays

Expect Success

• Track your message effectiveness : treat failure as a guide

Free Webinar: 4 Steps to Win Sales through Cold Calling http://tinyurl.com/ccayza Message Target Response +/- Comments Message 1 COO Negative Msg. 1s critical business issues arent resonating Message 1 CFO Positive Msg. 1 resonated for CFO referred to COO, asked to be kept in the loop Message 1 CEO Neutral Msg. 1 is mostly neutral for CEO immediate push to COO Message 2 COO No Attempts Message 2 CFO Neutral Standard objections Message 2 CEO Positive Good message for referral