Jul 16th , 2015 at 11:00 a.m. PT
Featuring Ken Krogue, President and Founder at InsideSales.com and New York Times Bestselling Author Grant Cardone.
Breathe new life into the argument that cold calling may be alive and well, while warm calling and follow up calling bring even better results. All will be discussed in light of the latest technologies and techniques of research, sales training and sales systems. Grant and Ken share value that can make you millions on the phone today.
In this webinar you will learn:
How to Handle Price on the Phone
How to Get Past the Gatekeeper
How to Create Urgency
How to Close on the Phone
How to Separate Yourself from the Competition
How to Qualify the Buyer Over the Phone
What to Never Say on the Phone
How to Follow-Up the Unclosed Buyer
29. PHONE ATTITUDE
1. Believe you can sell anyone
2. Believe your product is worth 10X
3. Willing to call back until
4. KNOW your pitch
5. Have a big claim that can be validated
6. Everything to gain nothing to lose
7. Believe you are lowest price/best value
8. Treat everyone respectfully
9. Never depend on one call
30. WARM CALL DEFINED
Warm calling refers to calling a prospect with whom you’ve had some prior
connection between yourself and the prospect.
Warm calls could come from:
• Industry events
• Previous sales call
• Referral
• Appointment
• Internet lead
• LinkedIn
• Response to an ad
“Obscurity
is
the
single
biggest
threat
to
your
business
–
get
everywhere!”
-‐
Grant
Cardone
31. WARM CALL WARNING
“If you are in any doubt about the
temperature of the call you are best to
treat it as cold and start over.” Grant
Cardone
32. STRUCTURE OF CALL
1. Intention or Purpose
2. Big Claim
3. Pricing
4. What is the problem
5. Close
33. PARTS OF THE CALL
1. Greeting (one name only)
2. Reason you are calling and Big Claim
3. Qualify the lead
a. Recurring problem
b. Magic problem
c. Money question
d. Decision makers
4. Appointment
5. Close
“Grant
Cardone’s
materials
changed
my
perspecGve
and
my
rouGne.”
-‐
James
Garlin
34. NAIL THE FIRST 20 SECONDS
1. Who are you
2. WIIFM
3. Why are you calling them
4. Where did you get their name
5. What’s in it for the buyer
6. Check the trust
36. ADVANCED TIPS
Texting the client during the
call will increase your chances
of getting an appointment by
500%.
33%
execs
say
they
are
sGll
referencing
informaGon
from
their
mobile
devices
when
a
purchase
decision
needs
to
be
made.
(Forbes)
37. SECONDARY PURPOSES OF THE COLD CALL
1. Identify decision makers
2. Identify influencers
3. Determine what is needed
4. Create interest
5. Get an appointment
6. Get contact information for follow up
7. Move from cold to warm
8. Add to your pipeline