Eliminate the fear of cold calling and secure more face to face time with senior decision makers.

You can probably count the number of salespeople on your teams who enjoy making cold calls on one hand. Maybe even on one finger! Yet proactive client calls and gaining new business meetings are a crucial part of winning more sales and growing your business.

Even experienced sales staff must be able to ring new clients and get meetings with key decision makers, fast!

After writing a recent article on the importance of controlling your attitude before, during and after a call cold call one sales manager kindly offered his thoughts with me. He mailed me directly and said, "I keep my staff motivated during calls by threatening them with the sack if they don’t stay motivated!” Errr, yes thanks for that! With my Power Canvassing cold calling sales training DVD you don’t have to resort to such radical tactics so fast!! 

Get your sales teams motivated, buzzing and on the phone!

We all know the importance of telephone canvassing for hitting targets and budgets yet telephone canvassing is one of the most misunderstood and loathed areas of sales.Trying to get consistent, proactive, successful cold calling results either individually or from a team is one of the most difficult challenges facing sales organisations in business today.

In this Power Canvassing sales training DVD I cover the core aspects of cold calling including the 6 stages of a proactive new business call, the importance of planning and preparation for success, how to deal with gatekeepers confidently and professionally, how to create a strong 1st impression with an opening Power Statement, how to personalise your calls for differentiation, how to get clients involved, how to close for that all important meeting, how to deal with client objections and rejections and much, much more!

You only have one chance to make a 1st impression…

One area I cover in detail is the importance of using a proven structure such as the one from the “Ingham Sales System” to maximise your success on the phone. When I ask sales professionals how long they think that a client actually listens to them before making an initial decision about the call they all know that it is only a matter of a few seconds. Follow that up with a question about the importance of those first few seconds and someone always says something about it being crucial.

Why then do few sales people take the time or effort to really maximise this opportunity?

I have done some research here and I think this is quite useful. When we advertise for sales people we use words like "opportunity", "flair", "dynamic", "entrepreneurial" and so on. Whilst this may be the right thing to do, it attracts candidates who are attracted by possibility and opportunity.
 
But! Sales consultants also need to be able to follow structures. Problem is that a “possibility” sales person will say stuff like "If you stifle my individuality I won’t be able to sell" and “I don’t like structure”. Get real – I don’t like oily fish but it’s still good for my heart! Every success has structure behind it. If you want to get truly flexible then you need to get structure. If you employed an administrator to file and they filed wrongly you wouldn’t accept it just because they said that they had “didn’t work well that way” so why sabotage your business by opening calls poorly because of a similar excuse?.

In Power Canvassing sales training DVD I teach an incredibly simple yet powerful 5-part Power Statement which gets results…

1. Initial introduction. 

   What you should and should not say. This allows you to test your approach, for example… does using your company name at this stage invite an initial objection that has nothing to do with this part of the call at all? 

2. Gaining client permission. 
   By asking at the right time and in the right way, “How convenient is it to speak?” we get our client assenting to and listening to what we have to say. 
3. The reason for the call. 

   This answers the client’s main objections, “Who are you? Where are you calling from? What do you want? Why are you calling me?” 

4. WIIFC (What’s in it for the client). 

   Critical to the success and credibility of your call. Being able to position your call so that it is personal and targeted at the client needs is critical to your sales success. 

5. The Sales Bridge. 
   A clever little technique that we use to link to parts of a call and to pre-frame out many client objections before they even utter them. The Sales Bridge keeps the call moving and helps to keep you (politely) in control.

You need to keep your calls about the client not you so that they want to listen to you. Avoid words like "tell", "show", "sell", "demonstrate" and avoid making assumptions such as "we can show you how to improve…” .

These are just a few tips from Power Canvassing sales training cold calling DVD programme. If you want to explode your sales results and be a champion cold caller then you need to unlock all of the strategies on the DVD programme. At £97 it’s a snip so pop on over to my site and grab one for you and your teams right now. Alternatively, have a look at some of the other books, audios and DVDs reviewed on this site.

Related posts:

1. Should Cold Callers Ask, “How Are You Today?”
2. What The Mile High Agony Aunt Can’t Teach You About Cold Calling
3. Sales Training Book: Objections! Objections! Objections!