Rock Star Dialing Sales Training
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21-Oct-2014 -
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Transcript of Rock Star Dialing Sales Training
ROCK STAR DialingROCK STAR DialingWinning by Cold CallWinning by Cold Call
http://www.youtube.com/watch?v=2PtvLTZS4Ik
OUR GOALOUR GOAL
Buying Buying SignalsSignals
Agenda
• Who am I• 2 acronyms (LSS & HNS)• 4 Fundamental Principles• Reluctance Ammo• Q & A• Recap / Prizes
PRIZES
LEAST ACTIVE
2nd PLACE
1st PLACE – WINNER of 1st PLACE – WINNER of AWESOMENESSAWESOMENESS
Who Am I
•Same as you•10+ years of cold-call experience
•FutureCall - Supervisor•TeleTech - Director•MCI - Supervisor•SRP•Weichert
2 Acronyms
•LSS
•HNS
LSS
LEAD SINGER SYNDROME
Who is your favorite Rock Star/Musician?
LEAD SINGER SYNDROME
• This is my House– Corrie
• Mindset before you even start• What is a Telemarketer?• Telemarketer vs. Consultant• Value• Not arrogance, Calm – Cool
Confidence
HNS
HARVEY NASH SWAGGER
Show us your Swagger?
2 Acronyms
•LSS–Lead Singer Syndrome
•HNS–Harvey Nash Swagger–D-white vs. D-whizzle–What is your “Rock Star name?”
4 Fundamental Principles
1.Matching2.Make Sense3.Be an Inspiration4.Be You
MatchingMatching
• Tone – Mood – Intensity – Personality
• Let’s play the MATCHING GAME
• Each call is different• Make it Fun
Make SenseMake Sense
• BS – o – Meter • Paint a Picture• Take it slow• Know your “ISH”
– Internalize your script
• Tie Downs
Paint a Picture
Be an InspirationBe an Inspiration
• Telemarketer vs. Consultant
• We are affecting people’s lives
• Solving Problems• True value
Be YouBe You• You are not a script• Your words – organized
and specific• Give them a break from
crappy sales people• Know EXACTLY what you
are going to say
4 Fundamental Principles
1.Matching2.Make Sense3.Be an Inspiration4.Be You
Reluctance AmmoReluctance Ammo
•Immediate wall•Bullets•2 “No s”•Give them the Opportunity to Say YES!
ReluctanceReluctance•Most common Reluctance•Perfect
•That’s Great•That’s why I’m calling•I can see that
•Simple Question•What’s your team size•How are you acquiring talent•What are your current projects?
•Learn to distract and bring them back
SprintsSprints
• Have your calling list ready
• 30 minutes – call after call – no distractions
• Relax for 10• Back on
http://www.youtube.com/watch?v=emzARZsJntw
QUESTIONS
RecapRecap• 2 acronyms (LSS & HNS)• 4 Fundamental Principles
– Matching– Make Sense– Be an Inspiration– Be You
• Reluctance Ammo– Perfect– Short question– Destract – bring back
• Sprints
PRIZES
LEAST ACTIVE
2nd PLACE
1st PLACE – WINNER of 1st PLACE – WINNER of AWESOMENESSAWESOMENESS