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It is taking more dials per sale in 2009 – have you adjusted your goals?

May 27th, 2009 by Barry Caponi

 

2009 is a tougher market to sell into. Have you adjusted your cold calling goals to reflect the difference?
 
If you are a regular reader of this blog, then you know we’re a believer in metrics based selling. Can you answer the following questions about your environment?
 
  1. How much time do we need to set aside each week to set Initial Appointments to get a buying cycle started?
  2. How many dials does it take to get through to a decision maker we wish to meet with?
  3. How many of those conversations turn into appointments?
  4. How many of those Initial Appointments become sales?
 
What we’re hearing from our customers is that people are buying. It is just more difficult to find those that are. 
 
Have you adjusted your goals? (If you’d like a free calculator to help determine what are the right goals and ratios for you, send us an email and we’ll send it right out.)

Comments: 3

The Reason for the Meeting Doesn’t Need to be Perfect

May 20th, 2009 by Barry Caponi

 

When creating a ‘Reason for the Call’ for a cold calling script, many of our Coldcalling101 students are concerned about making sure that they’ve picked exactly the right one that refers to exactly what they want to sell. This can be a significant challenge if we’ve got a lot of solutions to choose from. Here’s a tip to help to choose.
 
Choose the one (reason for the call) that will provide the easiest path to the Initial Appointment, not necessarily what is sold most often. We can all tell stories of how we helped customers when they originally didn’t think we could. The goal is the conversation itself (Initial Appointment), not a particular topic.
 
Remember, when they agree to the Initial Appointment, they’ve agreed to an open conversation with us, not to purchase what you lead with. Just don’t abuse it.

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What does the Elvis Impersonator and Cold Calling have in common? Practice, Practice, Practice – the value

May 13th, 2009 by Barry Caponi

 

Are you a short cut person? Do you read a book, listen to a CD or watch a DVD and expect the new knowledge just somehow magically become a part of what you do and how you do it?
 
Here’s an email we received from one of our Prospector’s Academy attendees that addresses what’s necessary to become a success better than I could have ever said it. He set more than 20 Initial Appointments during the two week academy he attended which set a record! Thanks to Steve for letting us share this with you.
 
“Dear Barry, Bob & Nancy: I did so want to be with you guys today (academy wrap-up session) but my wife had a Summit meeting and they paid my way, so I went. It wasn’t all R&R, though. While here I installed a Lexmark copier that I had sold to First Financial Bank.
 
When thru…I went to Chili’s and while there a customer returned one of my voice mails. He wanted to set up an appointment. You should have seen me scrounging for napkins to write on. It made me feel good.
 
When I met up with my wife…she and her organization were at an Elvis Concert. I was invited so I joined them. This guy didn’t physically look like Elvis. He didn’t have too. He talked, walked, winked, blinked, and smiled just like Elvis.
 
I told my wife’s organization later at "Outback" that this guy just didn’t wake up last week and say, "I think I want to be Elvis".
 
He watched Elvis movies and concerts. He listened to Elvis songs. He watched how Elvis would talk, walk, wink, and blink. He studied Elvis’s mannerisms, the way he spoke, the way he accented his words and phrases. He would go to bed and see Elvis movies…he would go to sleep and dream Elvis concerts.
 
Then he stood in front of a mirror and got behind a microphone and practiced… and practiced… and practiced… and practiced… until one day… he woke up and he was Elvis.
 
The same goes for us…more that anything, I want to be a "Great" Solutions Provider. It’s not going to happen over night… So…I’m going to study the way you guys talk, walk, wink, and blink. I’m going to study your mannerisms, the way you guys speak, the way you accent your words and phrases. I’m going to watch DVDs and listen to CDs. I’m going to go to bed and hear Conditioned Responses… I’m going to go to sleep and dream Bridge Questions. Then one day… I’m going to wake up… and be a "Great" Solutions Provider.
 
I want to thank you again, Nancy, for yours, Bob’s and Barry’s hard work and dedication. It will not be forgotten…and will always be appreciated.”
 
Steve Splawn
 
Solutions Provider (in training)

El Dorado Printing/Discount Imaging

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