FROM RESISTANCE TO FRUSTRATION: A BEHIND THE SCENES SNAPSHOT OF COLD CALLING
Prospects Are Conditioned To Resist Your Call
Resistance Can Lead To Cold Call Frustration
Seven Pre-Call Steps That You Can Embrace To Reduce Cold Call Frustration
1. Perceive Cold Calling As Being FUN!
2. Know What You Are Selling Both Inside And Out!
3. Define And Locate Your Target Sales Prospects
4. Prepare A Cold Call Script
5. Learn To Expect Resistance
6. You Need To Understand The Importance Of Consistent Follow-Up
7. Develop A Pie-Chart Business Strategy To Maximize Your Sales Results
Chapter 2
LEARN ELEVEN PRINCIPLES THAT YOU CAN USE TO CREATE YOUR TELEPHONE PERSONA OF SUCCESS
1. A Positive Attitude Is Contagious
2. Humor Can Change A Prospect’s Attitude From Negative To Positive
3. You Need To Make A Strong Effort To Be Different
4. Motivate Your Prospects To Take Action!
5. You Need To Be A Risk-Taker!
6. "Live Life With Passion!"
7. Prospects Will Respect Your Persistence
8. How You Ask Questions Can Be As Important As What You Ask!
9. Always Use Your Prospect’s Name
10. Introduce New Ways Of Thinking
11. Embrace A Voice Of Confidence
Chapter 3
HOW TO WRITE A CLEVER AND SAVVY COLD CALLING SCRIPT
1. Creative Sales Openers
2. Introductory Sales Opener
3. Linking Questions
4. Handling Sales Objections
5. Closing Sales Questions
6. Leaving Voicemail Messages
Chapter 4
SENDING INFORMATION TO YOUR PROSPECT BY MAIL AND/OR EMAIL
Chapter 5
THE INSIDE WORLD OF GATEKEEPERS AND SCREENERS
