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Welcome to today’s webinar:
“5 Secrets to Successful
Prospecting Over the Phone
in 2012”
Visit our Website: www.MrInsideSales.com
Email: [email protected]
Ask your questions via Twitter
Tweet: @datadotcom #jigsawcontacts
Or in the Question’s box on your screen
What You’ll Learn Today:
Cold Calling Best Practices
• How to get through to the decision
maker
• Use the most effective opening
• Build Instant Rapport
• Overcome Initial Resistance
• Get a commitment
Generating Qualified
Leads and Appointments
• Marketing Activities
• Referrals
• Networking/Web 2.0
• Cold Calling
Cold Calling is the ONLY Lead
Generation Activity Directly
Under Your Control
Now Let’s Look at Five
Prospecting Best Practices
• How to get through to the decision
maker
• Use the most effective opening
• Build Instant Rapport
• Overcome Initial Resistance
• Get a commitment
How to Get Past the Gatekeeper:
“Hi, could you please connect me with_________, please?”
“Can I tell them who is calling?”
You respond with:
“Yes, please, please tell him _______ _______ with the
(your company) is holding please.”
Don’t Open Your Calls This Way:
Nothing identifies you as a salesperson
more than:
“How are you today?”
Instead, Use the Right Opening
• “How’s your Thursday going?”
• “Is it raining there, too?”
• “Can you hear me OK?”
How to Build Instant Rapport
“________, we haven’t spoken yet….
“I got your name from…..
“And briefly, I just wanted to see if what we provide might be able to help you (whatever your product or service does…)”
Now ask a quick qualifying question
The One Response to Handle Initial
Resistance
This one response will work when you get:
“I’m not interested” or,
“We already have a company”
The One Response to Handle Initial
Resistance
“ I understand ________, and I’m not calling to sell you anything today. Rather,
I’m here to see if there might be a fit between our two companies and if there is,
then to offer you an additional resource you might be able to use later on.
Let me ask you…”
“If I could show you a way…”
“What would it mean to you if you could….”
“How important is it for you to…”
Just Send Me Your Information
“I’d be happy to email you our information.
(Prospect’s name) I have a 64 page PDF file that I
can email you, but do you mind if I ask you just a
couple of quick questions so I can only send you
that part that you’d be most interested in?”
Get a Commitment for
the Next Call
• Get an appointment or date for your next
contact.
• Decide what’s going to happen before then.
• What has your prospect committed to doing
before that next call?
Successful Prospecting is
Made Up of:
• Being Prepared in Advance
• Using Proven Scripted responses
• Practicing Perfection on each call
And here’s how you can do that in every area of your sales presentations!
Just $149 and You Get ALL This:
Webinar Special: • CD #1: The 80/20 Rule In Sales:
• Why do 20% of Sales Reps make 80% of the sales and income?
• How I turned my sales career around and catapulted myself into the Top 20%
• 5 Rules of Top 20% performance and what YOU can begin doing TODAY
• Pre-Call Preparation
• The importance of scripts
• CD #2: Cold Calling Success
• How to handle Reflex Objections
• How to eliminate screening FOREVER!
• The real definition of a Qualified Lead
• How to avoid rejection
• How to handle incoming leads
• Avoiding call reluctance
• How to use Voice Mail and Email to your advantage
• And Much, Much More!!
http://www.mrinsidesales.com/cold.htm
CD #3: Closing Sales Like the Top 20%
Overcoming initial resistance
One technique that can instantly get the deal
The power of trial closes
Don’t answer objections, isolate them!
5 ways to stop talking past the close
How to use the take away close
And Much, Much More!!
5-CD’s to Double Your Income
Selling Over the Phone - $249 Value
This is the Complete System!
Limited Time Offer – Just 25 Sets Available
• CD #4: How To Handle The Top Ten
Objections
• Learn scripted responses to the objections that are blowing you out of the water!
• “The price is too high”
• “I need to talk to ______”
• “I need to think about it”
• “I already have a supplier…”
• And Much More!
• CD #5: Taking It To The Next Level
• How to move into the Top 1% of the Top 20%!
• How to build a team of support people
• How to be in the closing arena all the time!
• Learn how to Expect Success
• How to develop a Winning Attitude
• The Power of Self Talk
• And Much, Much More!
• JUST $149 For Both! ($300 Value!)
AND “The Complete Guide Cold Calling” eBook - $29.99 value
http://www.mrinsidesales.com/cold.htm
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