Data com connect presents mike brooks 5 secrets to effective cold calling

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Welcome to today’s webinar:

“5 Secrets to Effective Cold Calling”

Visit our Website: www.MrInsideSales.com
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What You’ll Learn Today:
Cold Calling Best Practices
•  How to avoid getting screened out by the gatekeeper

•  Use the most effective opening
•  How to build instant rapport
•  How to overcome initial resistance
•  How to qualify for timeline


There are Lots of Ways to
Generate Leads…
•  Marketing Activities
•  Referrals
•  Social Media
• Networking/Tradeshows


Cold Calling is the ONLY Lead
Generation Activity Directly
Under Your Control


Now Let’s Look at Five
Prospecting Best Practices
•  Using a proven technique to get past the gatekeeper
•  Use the most effective opening
•  Build instant rapport
•  Overcome initial resistance
•  Learn how to identify timeline


How to Get Past the Gatekeeper:
“Hi, could you please connect me with_________, please?”

“Can I tell them who is calling?”
You respond with:
“Yes, please, please tell him _______ _______ with the (your
company) is holding please.”


Use the Most Effective Opening:
First: What NOT to do:
Nothing identifies you as a salesperson more than saying:

“How are you today?”


Instead, Use a Different Opening
to Grab Your Prospect’s Attention
•  “How’s your Thursday going?”
•  “I hope you’re doing O.K.”
• “Is it raining there, too?”
•  “Can you hear me OK?”


How to Build Instant Rapport
“________, we haven’t spoken yet….
“I got your name from…..
“And briefly, I just wanted to see if what we provide might be able
to help you (organize your lead flow better..), let me ask you:


Now ask a quick qualifying question:
“Are you using Salesforce or some other kind of CRM?”

“How are you currently recording and logging your calls?”
Or any other question to engage your prospect…


The One Response to Handle Initial Resistance
This one response will work when you get:
“I’m not interested” or,
“We already have a company”


How to Handle Initial Resistance
“ I understand ________, and I’m not calling to sell you anything
today.
Instead, I’m here to see if there might be a fit between our two
companies, and if there is, then to offer you an additional resource
you might be able to use later on.
Let me ask you…”


•  “If I could show you a way…”
•  “What would it mean to you if you could….”
•  “How important is it for you to…”
•  “Are you still the person who handles….?”


Just Send Me Your Information
“I’d be happy to email you our information.
(Prospect’s name), I have a 64 page PDF file that I can email you,
but let me ask you just a couple of quick questions so I can only
send you that part that you’d be most interested in…”

How to Qualify for Timeline
•  “If you like what you see after the demo, what would be the
next steps on your side?”
•  “If you think this solution will work for you, what would be
your timeline for getting started?”
•  “If after the demo this is something you’re interested in taking
advantage of, could you move on it in the next couple of weeks?”


Successful Prospecting is Made Up of:
•  Being Prepared in Advance
•  Using Proven Scripted responses
•  Practicing Perfection on each call
And here’s how you can do that in every area of your sales
presentations:


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CD #1: The 80/20 Rule In Sales:

CD #2: Cold Calling Success
CD #3: Closing Sales Like the Top 20%
CD #4: How To Handle The Top Ten Objections
CD #5: Taking It To The Next Level
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