Become a Better Closer

Biggest Cold Calling Mistakes

AVOID THEM

1. Sound obviously important. Brooks gives this example: "Yes, please tell them Mike Brooks is holding please." Honestly, I think one please might do it, but just in case, use two. Really get point across...puhleeeease.
2. Repeat objections. Again, I have to use the examples provided, they are just the best: "You're NOT interested?" "YOU don't have the money" or perhaps, "You don't have THE MONEY?" "He's not AVAILABLE?"
   (emphasize mine, I am a snot when I want to be, didn't you know... "You are a snot?" Haha) If you are not naturally troublesome, you can prepare yourself from some of the most common objections (and practice your sarcastic voice) by visiting Mr. Brooks site, MrInsideSales.com .
   I have to be honest now, and let you know, Mike Brooks actually never suggests acting like a total snob. That is all me and, realistically, it won't work for everyone. His tips, minus the facetiousness, should work though.
3. Accept the deal breakers. If someone is looking for a baseball hat, and you are selling lamps, that's a deal breaker. If you are talking to mechanic about flower arrangements, that's probably a deal breaker. There are subtler deal breakers too, so watch for them. You might be talking to the receptionist when you should be talking to the purchasing department. If it's not a complete deal breaker, but it IS a 'red flag', question it to make sure it is not a deal breaker. Murphy's Law: expect the worst possible situation. "I'll take a look at it, and get back to you." This could be the kiss of death, so question it. "After you've had a chance to over the information, I will be happy to answer your questions. When would you like me to call back to talk about the details?" Ignore the part where they say 'they'll call you'; trump it with a 'you'll call them.'

How to Qualify Your Prospects

5 Steps to a HOT lead

1. Is the person you're talking to the person who is going to make the decision? Are they the ONLY person?
2. What do they need and when do they need it?
3. Are they shopping around? If yes, how can you win them?
4. Why are they interested in talking to you? (This is good to know right off the bat, because it is important to base your pitch on their needs. Weird, huh?)
5. What would / will stop them from buying from you? (This is also helpful to know, because you can avoid these issues, or stress the fact that they will NOT be issues.)

The Golden Rules

1. Speak to the person you are calling. That may sound obvious, but all to often you don't even know who you are calling, so how can you leave a message that actually SPEAKS to them? Do some recon and figure out who you are calling (first name, at least!) and why you are calling them (what's in it for them NOT YOU!)
2. Avoid filler words-the bane of a professional presenters existence-like "um" and "uh" and "ahhhhhhh". If there is even a chance that you will be required to leave a message, have a script. Try to sound natural but professional.
3. Playing back to Golden Rule #1, make sure you tell them what you can do for them, in very specific terms. If you've done your homework you know exactly what they need, so tell them and then clearly state how you are going to give them what you need.
4. Casually mention how impressively the solution (which you mentioned in step #3, right?) has worked for many others...perhaps their competitors?
5. My grandfather's favorite saying: 'Patience is a virtue, catch it if you can; seldom in a woman, never in a man.' Give them some time before calling them back (Patience!), and don't leave more than two messages, spaced out nicely. If you've left two messages and they haven't called you back yet, maybe its time for you to get the message.