COURSE DESCRIPTION: Salespeople who don’t master cold-calling technique do one of two things (both bad): First, they fail to get through to the right person, which means their dialing conversation rate is way too low. Second, when they do get through, their opening creates resistance, not interest. The prospect bristles, puts up the defenses, and begins thinking of ways to get rid of the caller. In both instances, reps get terribly frustrated and cold-calling falls to the bottom of their priority list.
Problem is, cold calling is an absolutely ESSENTIAL selling skill. Those who master it get phenomenal results. In this 60-minute session, cold-calling expert Art Sobczak will show you and your team why top salespeople put cold-calling near the top of their priority list and why they don't see it as a source of stress and frustration. Here is just some of what is covered in this learning session:
- What to do before calls so you don't have to place generic "cold calls"
- How to ensure you're never "rejected" on calls
- 13 actions and word-for-word mistakes sales reps make every day that guarantee failure and resistance, and what to say instead
- Why to avoid talking about your product/service in the opening
- A no-brainer, fill-in-the blanks opening statement template for prospecting calls that gets them interested
- What to say in the first 20 seconds of your call so you generate interest, not resistance.
- Should you say, "How are you today?" when you open the call?
- Should you script your call, or not?
- Case study examples of horrible openings, and great alternatives you can use and/or adapt
- How to get people to eagerly say, "Sure I’ll listen to you, what do you have?" after your opening.
As result of this session you'll be able to,
- Put listeners in a positive frame of mind, instead of causing them to begin thinking of ways to get rid of you
- Get them participating, willingly, in the call
- Avoid getting shot down in the first few seconds
- AND, when you create a great opening, use your opening as your voice mail message. That's the "secret" to good voice mail.
ABOUT THE SPEAKER: Art Sobczak is President of Business By Phone Inc. He specializes in one area only: working with business-to-business salespeople – both inside and outside – designing and delivering programs that participants begin showing results from the very next time they get on the phone. Art created the audio-tape training program, “Ringing Up Sales,” published by Dartnell, and a video program entitled, “Getting Through to Buyers . . . While the Others are Screened Out.”
He wrote the books, “How to Sell More, In Less Time, With No Rejection, Using Common Sense Telephone Techniques--Volumes 1&2,” and his most recent title, “Telephone Tips That SELL! -- 501 How-to Ideas and Affirmations to Help You Get More Business By Phone.” Art has produced and delivered over 1000 training sessions over the past 22 years for companies and associations in virtually all business-to-business industries.
MONEY-BACK GUARANTEE: We're so confident you'll get what you want out of this conference that we'll refund your full fee if you’re not satisfied. It's risk-free.
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