Cold Calling Tips
« Previous EntriesDon’t Let This Stop You Cold
Monday, November 23rd, 2009One Response to “Cold Callers Don’t Let This Stop You Cold”
# Dr. Jim Anderson
Leslie: good points - sometimes that phone can feel like it weighs a ton and is too heavy to lift again.
When a string of rejections starts to make me want to avoid the phone, I take a break and psych myself up [...]
Cold Calling All Day?
Thursday, March 12th, 2009Question:
Hello, I work for a mtg co. and i do cold calling all day! Asking the person if they are wanting to refinance their home … it’s so hard.
Can you help me out! What can I say!
Judy
Answer:
Yours is a troubled industry to say the least! It is a bit like being in the Oil industry [...]
How do you find the right decision maker to begin with?
Wednesday, March 4th, 2009Question:
How do you find the right decision maker to begin with?
Jim
Answer:
Thanks for the question Jim. I am so used to top-down prospecting that I forget many of our readers do not realize that is what makes this approach so powerful.
My counsel is to always call the Top Dog first.
If the top executive has assigned someone [...]
Cold Calling: What to Say so They Don’t Hang Up!
Tuesday, February 3rd, 2009Question:
What do I say to keep prospects from hanging up seconds after they pick up the phone?
Jeon
Answer:
Thanks for asking this question Jeon - many are reading this who run into the same problem.
Knowing what to say (having a killer USP) is as important as knowing what not to say. Here are a several phrases that [...]
What goes into a hand written note?
Friday, January 16th, 2009QUESTION:
Any lessons on using hand written notes to prospect with? I am a financial advocate - I work with affluent people.
Thanks, Glenn
ANSWER:
Hand written notes fall under the categories of pre-approach and/or post-call follow up letters.
There is so much important information to pass on to you about handwritten notes - I will think about this more and post [...]
Holiday Gift from the Sisterhood of the Sales Shebang!
Monday, December 22nd, 2008
For the past two years I have been talking a lot about the Sales Shebang — and event built from the ground up by my good friend and colleague Jill Konrath.
The Shebang is an event for women in sales presented by women sales coaches, authors, consultants who are leaders in sales. Truth be told several [...]
Why Am I Hearing “Not Interested”?
Wednesday, December 17th, 2008QUESTION
“Im starting a type of sales that is new and foreign to me. This is the first time i’ve tried to sell a service by cold calling. Ive learned to get past the gate keeper, get the decision maker on the phone, but all i’m getting is not interested. Any advice would really be appreciated [...]
Your Advice for Sales Managers
Tuesday, December 16th, 2008Lee Salz of Sales Architects and Business Expert Webinars just asked a handful of people for thoughts for Sales Managers. He wants to give guidance to Sales Managers on how to focus their sales teams. Advice from a variety of angles for these times when the onslaught from the media beats down the natural optimism of sales professionals and [...]
Bogus Cold Calling Concern “I’m new & lack product knowledge”
Thursday, December 11th, 2008Common Misconception
This one I hear a lot, “… but, I am new and don’t have the knowledge about my products and services that I need before doing my cold calls.”
Response
I bought into this misconception myself as my selling experience had been all in one industry. Then 17 years ago, I broke that misconception to smithereens. Which [...]
What Tactics to You Use When Meetings are Done by Phone?
Monday, December 8th, 2008QUESTION
“Leslie, your methods seem to be focused upon getting face-time with decision-makers. Do these methods work for those of us who are recruiters …. who do all of work on the phone — none in person?”
David
ANSWER
Good question David and one I should have been clarifying all along.
Absolutely, the tactics that work well for scheduling face-to-face meetings work for scheduling phone meetings. [...]