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Myths of the
phone and
prospecting
COLD
calling is
dead Cold Calling
2013
FACT: It is the fastest,
cheapest way to proactively
enter into a sales
conversation with a
prospect you are not doing
bus...
Myth: Prospecting is
just a numbers game.
Fact: It’s a quality game.
Myth: For every no you get, you’re
that much closer to a yes.
Fact: If you’re doing the wrong things,
every no gets you cl...
Myths
You need to LOVE
rejection
NO!
The
Importance
of Making
Your Calls
Smart
Buyers are busier than ever
They don’t have
time to talk to
every “vendor”
who wants to
sell something
They don’t
care how
great YOU
think
you are
They DO want
to talk about
them
The Solution?
Smart Calling
DUMB COLD CALL OPENING
"Hi Pat, I'm Dale Stevens with
Atlantic Associates. We provide
internal communications training.
I’...
SMART CALL OPENING
"Hi Pat, I'm Dale Stevens with Atlantic Associates.
I understand that one of your initiatives for the y...
“The world is full
of educated
derelicts.”
Blogs
Social Engineering
Defined
“Using relationships with
people to attain a goal.”
Executing Social
Engineering
In Sales
“Asking questions of
anyone at the prospect’s
organization to gather
sales intellige...
Social
Engineering
Primary
ObjectiveWhat do you want
them to DO as a
result of the call?
How to never be
“rejected” again
on a phone call
Secondary
ObjectiveWhat can you at least
ATTEMPT on
every call?
"When I come out of a
courtroom, I never feel
like I've lost, because I
always give my client
my best. If you give
your be...
Call Opening
Mistakes
Making it
all about
Call Opening
Mistakes
No Value
for
Call Opening
Mistakes
You ask for, or
hint at,
“I know you’re busy so I won’t take up much of
your time…”
Opening Mistakes
“Thanks for taking my call…”
“I’m calling peop...
1. Put them
in a
positive,
receptive
state
of mind
Opening Statement Goals
2. Get
them
talking
Opening Statement Goals
The Smart Calling Opening
1. Identify Yourself and Company
2. Connect with Your Intelligence
3. Hint at Possible Benefit
4...
Free Smart Calling Resources
-Audio seminar of 24 opening statement mistakes AND
the Smart Calling process with word-for-w...
Smart Calling - Eliminate the Fear, Failure, and Rejection from Cold Calling - Art Sobczak
Smart Calling - Eliminate the Fear, Failure, and Rejection from Cold Calling - Art Sobczak
Smart Calling - Eliminate the Fear, Failure, and Rejection from Cold Calling - Art Sobczak
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Smart Calling - Eliminate the Fear, Failure, and Rejection from Cold Calling - Art Sobczak

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Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2

Art Sobczak - Sales training for inside sales, cold calling withouth the "cold". Best selling author: "Smart Calling".
LinkedIn: http://www.linkedin.com/in/artsob
Twitter: https://twitter.com/ArtSobczak
Smart Calling Blog: http://smartcalling.com/

Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

Smart Calling - Eliminate the Fear, Failure, and Rejection from Cold Calling - Art Sobczak

  1. 1. Myths of the phone and prospecting
  2. 2. COLD calling is dead Cold Calling 2013
  3. 3. FACT: It is the fastest, cheapest way to proactively enter into a sales conversation with a prospect you are not doing business with, and did not contact you.
  4. 4. Myth: Prospecting is just a numbers game. Fact: It’s a quality game.
  5. 5. Myth: For every no you get, you’re that much closer to a yes. Fact: If you’re doing the wrong things, every no gets you closer to another no, and you get better at getting them.
  6. 6. Myths You need to LOVE rejection NO!
  7. 7. The Importance of Making Your Calls Smart
  8. 8. Buyers are busier than ever
  9. 9. They don’t have time to talk to every “vendor” who wants to sell something
  10. 10. They don’t care how great YOU think you are
  11. 11. They DO want to talk about them
  12. 12. The Solution? Smart Calling
  13. 13. DUMB COLD CALL OPENING "Hi Pat, I'm Dale Stevens with Atlantic Associates. We provide internal communications training. I’d like to introduce our training programs to you and see if you’d like to attend a webinar to learn more about our courses and how they help companies."
  14. 14. SMART CALL OPENING "Hi Pat, I'm Dale Stevens with Atlantic Associates. I understand that one of your initiatives for the year is strengthening the communication and collaboration between your account management and production departments, so you can increase your customer retention rate and order frequency. With another components manufacturer we were able to help them do exactly that and raise their retention by 55% in six months, and reorder rate by 34%. I'd like to ask a few questions to see if I could provide you with some information."
  15. 15. “The world is full of educated derelicts.”
  16. 16. Blogs
  17. 17. Social Engineering Defined “Using relationships with people to attain a goal.”
  18. 18. Executing Social Engineering In Sales “Asking questions of anyone at the prospect’s organization to gather sales intelligence”
  19. 19. Social Engineering
  20. 20. Primary ObjectiveWhat do you want them to DO as a result of the call?
  21. 21. How to never be “rejected” again on a phone call
  22. 22. Secondary ObjectiveWhat can you at least ATTEMPT on every call?
  23. 23. "When I come out of a courtroom, I never feel like I've lost, because I always give my client my best. If you give your best, you don't lose. The case may be lost, but I don't lose." Edward Bennett Williams
  24. 24. Call Opening Mistakes Making it all about
  25. 25. Call Opening Mistakes No Value for
  26. 26. Call Opening Mistakes You ask for, or hint at,
  27. 27. “I know you’re busy so I won’t take up much of your time…” Opening Mistakes “Thanks for taking my call…” “I’m calling people in your area...” “I’m updating my database…”
  28. 28. 1. Put them in a positive, receptive state of mind Opening Statement Goals
  29. 29. 2. Get them talking Opening Statement Goals
  30. 30. The Smart Calling Opening 1. Identify Yourself and Company 2. Connect with Your Intelligence 3. Hint at Possible Benefit 4. Suggest Another Possible Benefit and Move to Questions
  31. 31. Free Smart Calling Resources -Audio seminar of 24 opening statement mistakes AND the Smart Calling process with word-for-word examples -Ebook of 501 sales tips www.SmartCalling.com/summit
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Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2 Art Sobczak - Sales training for inside sales, cold calling withouth the "cold". Best selling author: "Smart Calling". LinkedIn: http://www.linkedin.com/in/artsob Twitter: https://twitter.com/ArtSobczak Smart Calling Blog: http://smartcalling.com/ Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

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