The Complete Idiot's Guide to Cold Calling (Complete Idiot's Guides (Lifestyle Paperback))
Format: PDF / Kindle (mobi) / ePub
Does this sound familiar? "If I could get in front of the prospect, the rest of the selling process becomes easier. It's just getting in front of them that's the challenge." The fact is most cold calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with and can trust to generate greater, consistent results.
If you are prospecting the same way you have been for the last several years (including the, "calling to check in, touch base or follow-up" approach) or haven't been prospecting at all, you're simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don't like) to prospect, this book is your opportunity to maximize your cold calling potential and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling.
Keith will show you how to:
. Utilize the 7 steps to a permission-based cold calling conversation so that you don't have to push your presentation and hope there's a fit.
. Create winning voice mail messages that will ensure more return calls.
. Develop your MVP (Most Valuable Proposition) that separates you from your competition.
. Craft the Compelling Reasons that would motivate a prospect to speak with you.
. Prevent and defuse initial objections such as, "I'm not interested,"We don't have any money now" or "Call me back later."
. Design your own step-by-step prospecting and follow-up system that runs on autopilot and is aligned with your selling philosophy, strengths, objectives and natural talents rather than taking the generic, "One size fits all" approach.
. Develop the right questions and uncover new selling opportunities in seconds so that you can stop wasting precious time on the wrong prospects.
successful you will be. 28 Part 1: The Inner Game of Prospecting If you want to generate average results, you can always try a different cold calling technique that you have read about or heard another sales person use. While you may notice some improvement doing so, to produce unprecedented, breakthrough results requires a shift in your thinking. How Are You Wired? If you’ve ever upgraded your computer, you’ll understand what I mean. Like your computer’s operating system, we all operate
on their belief around what to expect regarding their career as well as their level of productivity. Once again, “How you think is what you get.” What Are You Thinking? As we’ve discussed, what you believe is what you will manifest in your life. More specifically, what you believe to be true about cold calling is exactly what you will continue to experience in your career. 34 Part 1: The Inner Game of Prospecting The bottom line is, if you can change your thinking to a more positive model
specific result that they miss out on the ability to create a new and better outcome simply by listening openly to what the other person was actually saying. Sometimes we get so attached to having others see our point of view that we exhaust all our energy just to prove a point. We might do this with our prospects, co-workers, boss, family, or friends. The problem is, if you are so attached to your own agenda inside a conversation then how can a new or better possibility ever surface? How can you
salespeople take more of a formal approach Chapter 7: Developing Your Prospecting System 99 to drafting a letter, other salespeople take more of a creative, even humorous approach to warming up a prospect. While both styles are included, use the one that you feel would be the best fit for your audi ence. (If you are unsure, then speak to your boss or another salesperson to see what has worked for them. You can also do a beta test and try them all out to determine which one works best.) The
helping your prospect make the right choice or purchasing decision. Finally, you will enjoy the selling process more, as it becomes less of an effort and more of a natural process. If your goal is to create a mutually beneficial relationship with your prospect, it requires conscious action. One created by reaction is based on past experiences, future expectations, fear, limiting beliefs, or nega tive assumptions. To generate greater results during the selling process and prevent costly selling