Of all the marketing strategies available to boost your business, cold calling can be one of the most rewarding -- and frustrating. Engage these Influence with Ease® resources to enhance your cold calling results.
Jeff Mowatt's Influence with Ease® Training Tip #89
Getting Face-to-Face
One of the toughest selling challenges is converting a telephone "cold-call" with a potential customer into a face-to-face meeting. The next time you reach that delicate point in the conversation, consider using two key words as you suggest the next step. "Maybe we should sit down and . . . " The key words: "sit down". They imply that you'll be meeting in person and having a serious conversation -- not a quick telephone chat. Plus you avoid using the words "meeting" or "scheduling" since many people associate those terms with lengthy time wasters. Good results for two little words.
This Influence with Ease® Training Tip is one of a series. For more information about ordering the series, click Influence with Ease® Training Tips.
Influence with Ease® Article
Getting Your Foot in the Door
7 steps to successful cold-calling
by Jeff Mowatt
Article at a glance: The most common concern managers express about their salespeople is that they're not doing enough cold-calling. The reason can often be traced to the fact that salespeople are not properly trained on the how-to's of cold-calling. The result is they use ineffective approaches and frequently get slapped with rejection. So, instead of cold-calling, sales people occupy their time with 'safer' activities like visiting with current customers and order taking. With the huge potential for boosting market share sales through cold-calling, salespeople need these simple step-by-step techniques to dramatically enhance their success ratio.
Click here to read Getting Your Foot in the Door.
Self-Study Training Kit
Profit Producing Customer Service
by Jeff Mowatt
The self-study kit that teaches you and your team everything you need to know about cold-calling to gain new customers -- and more.
Discover the level one and level two aspects of cold calling and selling. Level one is how you get your foot in the door -- in other words, you'll learn ethical ways to tweak the interest of the potential customer. But that's just the beginning. Often customers are so leery about sales people that during the cold-calling process that they attempt to have the entire buying conversation during the first telephone call. In other words, they're testing your level two selling and influencing skills. That's where this kit excels.
The Influence with Ease® training kit equips you and your team with the level two Influence with Ease® skills to convert a qualified prospect into a customer. You'll learn exactly how to quickly identify needs, create an emotional bond towards your product and service, address concerns and objections, and confirm the sale. All in subtle, ethical ways that involve talking less and selling more.
Click here for information about ordering the Profit Producing Customer Service training kit.
Live On-Site Training Programs
We'd be happy to bring a comprehensive training program on this topic to your organization. For details, click Manager of Corporate Training.
