Cold Calling Sales Tips
calling sales tips is something I decided
to write about
after reading an article in Inc. Magazine.
article was about David Rosen. He sells $500,000
wine a year to private individuals across
guy loves and lives on making cold calls.
is extremely enthusiastic about his work and
wine he sells.
from his enthusiasm I really like the simplicity
approach and that's what I want to share with
get this, his first question to his sales
prospect is, "Do
you like wine?" It's elegant simplicity
- isn't it?
I realize unless you sell wine, you can't
use this question.
What you can do is create a question that
works like David's
question in your business.
other things, I sell sales training programs
No-brainer selling skills. If I am talking
with the sales prospect
I certainly wouldn't ask a question, "Do
you like wine?"
I could ask, "Are your salespeople overtrained?"
way to ask this question is, "How many
of your salespeople are
me five minutes to create these questions.
I'm sure I
can think of even better questions to ask
and the point is so
do you find your leads in your business? You
this serious thought and maybe even take a
page from David Rosen's
reads the letters columns of wine magazines,
blogs, and does creative Google searches for
new leads. He's good
at doing his homework which the Internet makes
a lot easier.
cold calling sales tip from David Rosen involves
gatekeepers. He says, "Don't feel the
need to get past the
gatekeeper the first time."
this first call to collect information. After
attempts to reach a person you might leave
a voicemail message
introducing himself as that "persistently
optimistic wine guy"
before leaving his elevator speech and his
this next sales tip is extremely important.
"You should learn your script then ditch
it." It's impossible
to sound professional when you're rambling.
something else Rosen does that you might be
able to adapt
to your business. He promises to send an e-mail
his services. He also tells the prospect it
will come from "David
your wine guy!" That's a clever way to
brand yourself during the
first phone call.
knows how to get referrals from his customers.
because 81% of his sales in 2009 came from
exactly how to ask for referrals. He simply
that you've got a feel for what I do and my
style, who else do
you think might be interested in The Wine
are a few more cold calling sales tips for
just before your next cold call you turned
on the switch.
You turned on the switch to smiling.
You turned on the switch to positive thinking.
You turned on the switch to positive
You turned on the switch to solving your customer's
You turned on the switch to high energy
and lots of enthusiasm.
You see it's because very few people are always
thinking positively, always have positive
focused on solving problems, and always have
high energy and
lots of enthusiasm - that you have to turn
it on, you have to
turn the switch on.
switch is not automatic - it's manual and
you have to turn
it on. Using this switch turns cold calling
into warm calling.
secret to attracting more business is as easy
as A, B, C!
next time you're cold calling, try saying
"SHOW TIME" before
you pick up the phone and see what a difference
have success written all over your face -
as soon as you
say "SHOW TIME."
and you'll discover how cold calling can be
profitable for you.
- you gotta look good and you gotta sound
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