Cold Calling – How Do You Make It Work?

Cold Calling Is Dead?

Cold calling – “Is it really dead?” I am frequently asked this question, and my answer is a resounding “NO”. However, processes have changed and cold calling is simply practiced in a slightly different way than it used to be.

My trainings have always advocated techniques to make a cold call a warm call by starting with :

  • A referral
  • Something you know about them, e.g.  I understand you have ……. is that correct?
  • Commenting on an action they made that you saw
  • Noticing a comment they made on social media
  • Having a connection with them on linked in
  • Commenting on an article they wrote in Google News

There is so much information about companies now online, that there is no excuse not to find out something of interest about your prospect before you call.

What Is The Most Popular Way To Get Leads Nowadays?

Read moreCold Calling – How Do You Make It Work?

Building Rapport Technique For Sales Success

This building rapport technique requires you to listen for your customer’s language patterns. This is a challenging skill to acquire but if you can start to be aware of your own communication style and that of others, you will quickly become a great rapport builder. When we use our customer’s preferred language style, we become like them, and we all know that people buy from people they know like and trust.

We communicate in 3 ways but we generally have a preference for one or a combination of 2 of the following ways.

1. Building Rapport Technique with Auditory People

These people communicate through their ears.  They use  language like “I hear what you are saying, Tell me more about it”, “Explain to me how it works”, “It sounds good”, “That rings a bell, “I hear what you are saying”.

2. Building Rapport Technique with Visual People

These people communicate through their eyes. They use language like “I see what you mean”“Can you show me how to do that”, “It looks like I will be going ahead with that appointment” , “I see what you mean”.

3. Building Rapport Technique with Kinaesthetic People

These people communicate through their feelings. They use language like,  “I get the feeling this is not the right product for us”, “I would have to experience it to get to grips with what it is about”, “I need to grasp the concept”,  “How do you feel about that?”.

Read moreBuilding Rapport Technique For Sales Success

Calling Inactive Customers Creates Sales

Inactive customers are people who may have bought only once from you or placed a small order. Never think they are not worth calling. It is a vital sales strategy to stay in touch with these customers as well as with your existing customers because you will be able to make more sales from them. Here’s how …

Maybe at the moment inactive customers might not justify a face to face call but you can certainly pick up a phone to stay in touch. You might be afraid to call them because they might tell you that they have gone to another supplier or they had a bad experience with you.

Read moreCalling Inactive Customers Creates Sales

How To Overcome Call Reluctance

I would like to invite you to download a free e-book “Motivating Your Mind, Inspiring Your Spirit”  and check out page 25 for my tips on “How to Overcome Call Reluctance”. The E-book is the brainchild of one of my long term colleagues, Rob Salisbury, who has invited a number of speakers and trainers in our community … Read more

Tone on the Phone Or Sales Skills?

I like to go to other Sales Trainer’s seminars occasionally to hear what they are teaching. My curiosity got the better of me when I actually went to hear Jordan Belfont, (from the movie “The Wolf of Wall Street”), now turned sales trainer after a stint in jail. Personally I felt very uncomfortable in his … Read more

Sales Etiquette

Managers are worried that their sales and telesales team is forgetting basic sales/telesales etiquette and using language that is too casual. In case you are guilty of this, here are some alternative words you can try using instead.

Sales and Telesales Etiquette

1. Calling customers “Mate”.
If you are calling people and they call you mate first, then it is okay but some people take this to extreme and use the word every sentence. Whenever you think of saying “mate”, simply use the person’s name. It is more professional and builds rapport.

2. Yep, Yep – “Yes” is more professional!

3. Someone asks you how you are, you say “Not Bad”. Instead be more positive and say “Fantastic” or “Excellent” . It sounds much more enthusiastic.

4. “Cheers” – say “Thank you for your call” or “Good-bye.”

5. “No worries” – “That’s okay”,”That’s great”, “That’s fine”, “Excellent”, “Brilliant”, “That’s good”. Remember we only use positive words in sales.

6. “Bear with me” say “Would you mind holding for a moment?” (Wait for the customer’s answer).

7. “I have a good deal for you.” – a good offer is more professional.

Remember you only get 15 seconds to make a first good impression on the phone. Let it be a positive one.

Sales Etiquette For Face to Face Sales People

Read moreSales Etiquette

Online Telesales Course – Become a Telesales Superstar

“The Most Practical Online Telesales Course Ever Written” I promise that every salesperson who undertakes this 12 week course online will be making more sales by the end than ever before. Yes, it is my 20 years of research and practical experience in one course  I leave this legacy for you. There are 6 modules which I recommend … Read more

How To Engage A Prospect In A Conversation

As the leader in telesales training in Australia I am constantly looking for more effective ways to do cold calling and telephone sales generally.  I was blown away by the information I learnt from a speaker called Sam Richter at the National Speakers Association  conference in San Diego which I attended a couple of weeks ago. I can’t wait to share this with you as it can relate so well to sales.

1. You know, if you have read any of my newsletters,  that  I advocate finding out something about the prospect before calling so you can make a cold call a warm call. Well, now it’s easy to find out about a company or a person by using google filters.
For example search in google for a company name like “Trend Micro”.  If you write it in inverted commas it will come up top and save you time going through all the irrelevant searches that come up.  Then click on “News” at the top, then click on “Search Tools” at the top for most recent news and all the latest articles written about the company or by the company will appear.  You can then start your call with “I just did a google search on your company and saw your latest article about _____.  That’s really interesting.  I’m curious, how did that affect you?”  or “What happened exactly?” Often the prospect has not even seen the article himself and will be asking you more about the content. You are then engaged in a conversation about them which is just what you want to build rapport.

Read moreHow To Engage A Prospect In A Conversation

Nobody Wants to Sell anymore – Is this really happening?

In the last two weeks,  I seem to have had a series of bad sales experiences and, honestly, if you have people  in your team doing this, they will  be losing you business big time. They need to be trained (or fired), whichever way you think best.  But if you are a Manager, maybe you are not aware … Read more

FREE SALES EDUCATION FOR YOU

I m honoured to be invited to write monthly  for “Sold” which is a wonderful  digital sales magazine with a circulation of 100,000 salespeople in the USA.  Here is the link to my page so you get this month’s article “How to Qualify Leads” and access to the whole magazine.  It’s free so you can go there … Read more

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