Introduction by Mr. Cold Call
Introducing Mr. Cold Call: The Cold Call Gets Reinvented!
CHAPTER 1
From Resistance to
Frustration: A Behind the Scenes
Snapshot of Cold Call
Prospects are Conditioned to Resist Your Call
Resistance Can Lead to
Cold Call Frustration
Nine Pre-Call Steps That
You Can Embrace to Reduce Cold Call Frustration
Choose Your Attitude and Consume Yourself of Enthusiasm
Empower Yourself Knowing That Cold Calling is Not For Everybody
Know Product or Service Inside and Out!
Define and Locate Your Target Sales Prospects
Sell Solutions to Your Prospects
Prepare a Cold Call Script
Learn to Expect Resistance
You Need to Understand the Importance of Consistent Follow-up
Develop a Pie-Chart Business Strategy to Maximize Your Sales Results
CHAPTER 2
Learn 11 Principles That
You Can Use to Create Your Telephone Persona of Success!
A Positive Attitude is Contagious
Humor Can Change a Prospect’s Attitude From Negative to Positive
You Need to Make a Strong Effort to Be Different
Motivate Your Prospects to Take Action!
You Need to be a Risk-Taker!
Consume Passion 24-7
Prospects Will Respect Your Persistence
Be Inquisitive and Ask Better Questions
Always Use Your Prospect’s Name
Introduce New Ways of Thinking
Embrace a Voice Of Confidence
CHAPTER 3
How to Write a Clever and Savvy Cold
Calling Script
Creative Sales Openers
Introductory Sales Opener
Linking Questions
Handling Sales Objections
Closing Sales Questions
Leaving Voicemail Messages
CHAPTER 4
Sending Information to Your Prospect
by Mail and/or Email
CHAPTER 5
How Do You Deal with 15 Types of Screeners?
The Forget About it Screener
The I’ll Take a Message
Screener
The Pretend Screener
The Genuine Screener
The out of Control Screener
The not Interested, the we are
Fine and oh, It’s you Screener
Take me off Your List Screener
The Call you Back if Interested
Screener
Send a Letter (or fax) Screener
What is This Call Regarding
Screener
Thee I am so Powerful Screener
Hear Me Roar!
The Happy Screener
The Fill-in Screener
The Language Barrier Screener
The Hang-up Screener
CONCLUSION
Just have FUN!
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