If you want to learn cold calling techniques that will put you in the top of your sales team, then you'll want to read this article.

You might not enjoy cold calling, but you know that prospecting is a necessary evil of any sales position. Most of the old sales techniques concentrate on opening a phone book and dialing for dollars. The problem with this approach is that it is abrasive and you have to put up with the rejection that comes with bothering people.

Here are the only cold calling techniques you need use to remove the rejection of talking to strangers, and improve your closing ratio significantly. The technique is warm calling and this is simply finding people with some kind of interest in your product and service.

The easiest way to find these people is by giving away free information either in the form of a report or free consultation.

To give away your valuable information, you'll need to set up some type of capture page that can be as simple as a free Google blog or website. Once you have this site, offer information about your product or service and provide quality content for the people looking online... hoping to find a solution to their big problem (your product).

When someone requests information from you, simply give them a courtesy call. Be sure to ask them questions about their problem and offer to give them a free consultation to see if you can help them solve their big problem.

At this point, you have identified someone is in dire need to a solution that you happen to sell. Use a friendly, non-adversarial sales approach to take your new prospect through the different stages of the sale.

It's important that you qualify your prospect early on to make sure there is an ability and commitment they can pay for the product/service once you show them that you're able to solve their problem. Otherwise, you become a free consultant that no one will respect or buy from.

Using these cold calling techniques allow you to turn your cold call prospecting into a warm, solution-finding call without the rejection, stress, or low sales that normal cold calling brings. You'll also notice that using these cold calling techniques makes prospecting a fun activity and that calling fear disappears. Try it out... once you talk to warm prospects, you'll never make another cold call again!

2 Comments
 
 
Dear Sales Super Star,

One of the most productive use of your times is lead generation. Period.

Depending on your industry, you'll have a different approach on this activity. But regardless of your industry, having a non-stop flow of leads coming in everyday is the difference between barely making it to making 6+ figures.

Now everybody always wants to know what the "best" way to generate leads is. Do you advertise offline? Online? Pay for leads?

The answer is a combination of online and offline.

By the way, NEVER buy your leads... they are low quality, re-sold and a waste of your money.

Lets use Real Estate as an example.

You're a determined agent and are looking to get your sales in 7 and 8 figures. Whats the best way to get leads?

Depends...

The rule of marketing is always: "Pay with your money, or pay with your time."

Let's say you need to make a sale quick... keep the lights on quick.

You're going to get people to contact you. You only have $50 to your name. Here's what you do:

-Get benefit laden business cards printed. Do them yourself if you're really broke and leave them everywhere you go. Hand out a minimum of 50. Or print out fliers with a similar message and place them on every door in your farm area (or have some kids do it). Try to do both cards and fliers, but if you have to chose one, go with the fliers.

-There secret of making this free marketing work is a push to action. Offer a free report to those who call. "7 Ways To Buy A New Home When Banks Aren't Lending" or "Sell Your Home In 21 Days Using These 6 Secrets"

When people call, and they will, get their contact information (name, phone, plans for buying/selling). Mail them their free report.

Use G.U.T.S. to close them and get your check.

Marketing on a budget requires a bit of creativity, but it is definately possible.

Spend most of your day talking to people that contacted you first, and your bank account will never be skinny again...

Ron

Isn't it time you learned a sales and marketing system that works? Use G.U.T.S. and go to the bank more often.
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This is the most frequent question we get these days.

Everybody wants to know... how to increase sales when entire industries are shrinking. We tend to answer this question in 1 of 2 ways:

1. Implement a sales and marketing campaign that's bringing you in contact with qualified prospects.

2. Use the subtle art of persuasion to close more of your prospects.

If you really want get results-- use both strategies together. That will get you out of the scarcity mentality once you start getting a flood of new business in.

But the key, as always, is to remain consistent. No marketing, no sales.

Easy as that.

Your continued success,

Ron

Isn't it time you learned a sales and marketing system that works? Use G.U.T.S. and go to the bank more often.
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