"I'm Closing Your File Here At..." by Mr. Cold Call
Can you remember the last time you were in a situation in which someone took something away from and you wanted "that something" even more? Or, maybe someone told you that you could not have something and you wanted "that something" even more? How did this situation make you feel? Where am I going with this? Am I losing my mind? The answer is that I am not losing my mind and I need you to stick with me here, ok? You will be thankful that you stuck with me because you will absolutely LOVE this Mr. Cold Call idea!
Letís take these questions and apply this concept to your sales day. Iíd like you to think of a time when you have contacted a prospect multiple times only to hear them repeat the same objection each time that you call. Yes, there are number of things maybe you could have done differently (i.e. you could have asked them better questions), but for whatever reason you cannot get them to commit, does this sound familiar?
The next time you encounter a situation like the one described above I would like you to use the following sales technique, what is it called? Itís called the "Close Your File Technique." This is a very effective technique that you can use on your live calls as well as on your voicemails. Iíve included a live and voicemail example below:
Live Cold Call Example:
(FIRST NAME OF PROSPECT), we have spoken a few times and you have mentioned that the timing just isnít right (or replace this objection with another objection that you have been hearing from them). I'm hoping that we can do business in the future, but what Iím going to do is go ahead and "close your file" here at (NAME OF YOUR COMPANY). You have my number and you know where to reach me (pause and wait for their response).
(FIRST NAME OF PROSPECT), this is (YOUR NAME) from (YOUR COMPANY) and Iíve called you a few times regarding (state the reason for your call, for example, the samples that you had sent a few months ago). I havenít heard back from you so Iím assuming that the timing may not be right. Iím hoping that we can do business in the future, but what Iím going to do is go ahead and "close your file" here at (NAME OF YOUR COMPANY). My number is (insert your number here) and you now have my number and know where to reach me. (FIRST NAME OF PROSPECT), take care
Is this a great idea or what? This will save you a lot of time on your prospecting efforts and will help you to weed out who is an "A" prospect and who is a "Zero" prospect. I would suggest that you do some initial testing with this idea. Finally, if you decide not to use my examples above please make sure that you are conscientious of how you phrase certain words; otherwise your good intentions will backfire!
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Behind The Scenes With Mr. Cold Callô
Mr. Cold Callô is a worldwide sensation and
claims to have made over 80,000 cold calls to date. He has been quoted
by numerous national publications such as Selling Power Magazine,
Investor's Business Daily, Successful Fund Raising and Advantage
Magazine. He has written over 65 articles on cold calling, developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, offers a custom sales script service called "The Script Responder" and finally, is the author of four best-selling ebooks with FREE email support and these titles include: