Appointment-setting, Cold Calling

1. OPPORTUNITY CALLING
The Telephone
Prospector’s
SALES
PLAYBOOK
Charlie Anderson, president of the Selling Skills INSTITUTE

2. 2
CHARLIE ANDERSON
Here’s what Bernie Cronin had to say about me in his new
book, “If You Can’t Act, You Can’t Sell.
“What makes Charlie Anderson a great salesperson is that
he has a lot of guts and can reach out to anybody on the
telephone. He isn’t particularly outgoing or personable at
social gatherings, but he can sell.”
He said, “As shy as he may be outside of work, he is equally
as fearless when it comes to making telephone
prospecting calls.
He knows how to play that role better than anyone else I
know.”
Bernie Cronin, author, keynote
speaker, and president of
Cronin Training International

3. OPPORTUNITY CALLING
3
The OPPORTUNITY CALLER’S PLAYBOOK – It’s an organized and
effective step-by-step process to help sales professionals:
 Connect with buyers
 Set qualified appointments
 Build a robust pipeline
 Improve close ratios by up to 25 percent
 And close profitable sales in less time
1. Opportunity Callers have a winning mindset
2. They have a professionally designed LinkedIn Profile
3. They target ideal clients
4. They gain access to decision makers
5. They capture the decision maker’s attention
Today’s Topics From the Opportunity Caller’s Playbook

4. PREPARE TO WIN
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A WINNING MINDSET is the most overlooked element of a salesperson’s
success, yet it is by far the most important.
 Without the right thoughts and actions there can be
no positive results
 No matter how hard you work at becoming a top-
performing salesperson, if you’re thoughts are
inundated with negativity, skepticism, and fear, it will
destroy your efforts
 To achieve greater success, you must first work on
winning the inner-game of selling
Success continues to be an inside job, a job that is won or lost in the mind.

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LINKEDIN PROFILE
A powerful LinkedIn Profile sells YOU!
 A professional photo for your site is a must-have. Adding a
professional profile photo could result in 14 times more views
than someone without
 Your LinkedIn Headline is very much like a headline in a
newspaper. It should grab your reader’s attention and compel
them to READ MORE
 Your LinkedIn summary needs to POP! This is your chance to
demonstrate to the world that you are an expert and someone
who deserves to be noticed
 Your profile is 5 times more likely to be viewed if you join and
are active in LinkedIn groups
 When your profile is all about you and has information that’s
not relevant to your customers, they’ll click away

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TARGET IDEAL CLIENTS
One of the cornerstones of an Opportunity Caller is that he/she knows the
PROFILE OF THEIR IDEAL CLIENT – the kinds of companies they seek to
engage with.
 “A” clients—your best clients
 “B” clients—your second best subset of clients
 “C” clients—your “not-so-good” clients
If you probe into your client profiles, you will uncover patterns of performance
and specific client attributes that have a high predictive value of whether they
will be a high-value or low-value client.

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GAIN ACCESS TO DECISION MAKERS
1. Attitude shift
2. Start with the assistant or secretary to top-level
executives
3. Become an expert in the prospect’s industry
4. Connect through social media
5. Get referrals and introductions
6. Network more often
Since getting through to the right decision maker is a critical, first step in
getting qualified appointments, it’s imperative that you have a well-designed
plan to accomplish this objective.
Here are six things you can do to get decision makers on the phone.

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Capture the Decision Maker’s Attention
FIVE STEPS Opportunity Callers follow when talking on the telephone
with DECISION MAKERS.
Here they are right out of the opportunity caller’s playbook.
1. Introductory remarks
2. Connection statement or question
3. Transition question
4. Mini-interview
5. Next step

9. Selling Skills INSTITUTE
The Leader In Transforming Sales Performance
The Selling Skills
Institute has been
delivering record-
breaking sales results
for its clients for 18
years.
If you’re interested in skyrocketing your sales in 2015, call today to learn about our sales training
programs and individual coaching. You can reach the Selling Skills INSTITUTE at 339-927-2746 or
visit our website at sellingskillsinstitute.com
Specializing in:
Onsite corporate sales training and development,
virtual training and individual coaching.
Call 339-927-2764