phonesales101 cornerstone
TRANSCRIPT
Definition of a Cold Call
- A phone call to someone who is not expecting
contact
Otherwise known as:
Waste of Time
ImpossibleNot
EffectiveFrustrating
Is it true? Does everyone HATE cold calling?
Understand of the Mindset Your
Prospect
Let's say you're at your office and you're working away.
Caller: "Hello, my name's Nick. I'm with Cornerstone
Records Management. We offer a broad array of storage
management , document destruction services, electronic
media vaulting and other related services. Do you have a
few minutes?“
You think: "Uh-oh, another salesperson. I'm about to be sold
something. How fast can I get this person off the phone?“
Let’s talk about how to overcome this.
Cold calling is a viable lead source for any
company.
Average Daily Cold Call Stats
? Dials per week
15-25 Contacts
3-8 Qualified Appointments
weekly
12-24New Sales
Opportunities
Per Month
Secrets of the Cold Call
Key Tips
The Introduction
The Gatekeeper
The Appointment
Turn 30 seconds into 3 minutes
Email Secrets
Start with Dialogue, Not Selling
Scripts can be natural
Recognize & diffuse hidden pressures
• They are busy – You don’t want to bother them
Don’t take anything personally
Prepare mentally
• Every no gets you that much closer to a YES
Nicholas Milne
The Introduction
Smile and Dial
I know you’re busy.
Stroke The Ego (*WIFM)
Make the appointment
Nicholas Milne
What is your most pressing concern about gatekeepers (Receptionist )? How to:
29%
22%16%
13%
8%
6%
4% 2%
Survey
Get on my side
Pass them to the boss
Schedule an Appt
Stop going to
voicemail
Avoid them
Disarm them
Answer objections
The Gatekeeper: Gain Access or
Info
• Be friendly. sound like the boss’s friend.
Talk like you would talk to a friend
• Most are willing to share key information with you.
Just ask – email, number, time
• Simply asking will get you through many times.
If difficult, ask what’s the best way
• It will help them feel like you are one of them.
You are just calling to set up an appt for…
Nicholas Milne
Getting to the Appointment
•Conversational
•FlexibleBe Direct
•Stay within 1-3 days
•Ask, would 10 or 2 work best?Give 2 Times
•On the phone
• In an emailConfirmation
•They will have to confirm
•Now you know it’s on their calendarCalendar Invite
Turn 30 Seconds into 3 Minutes
•While on the phone, send your
•Sometimes it goes to junk…
Got it?•Can you just
check if it…
Open?
•If you could just…
Click?•As you can
see, we provide…
Value!
Email Secrets
Simple
Clear
CredibleLinks
Blackberry
Secrets of Success for Selling on
the Phone
Nicholas Milne
Nicholas Milne