Post on 18-Jul-2020
WELCOME
There is no dial-in telephone number associated with this webinar; your speakers will serve as your audio.
You must have properly working speakers to enjoy this presentation.
We will begin promptly at 2 minutes after the hour.
© 2006 DealBuilders, Inc. All rights reserved.
We Encourage Questions
© 2006 DealBuilders, Inc. All rights reserved.
© 2006 DealBuilders, Inc. All rights reserved.
Turn Cold Calls into ‘Gold Calls’
Host - Peter Ekstrom www.goldcalltraining.com
Moderator – Jon Campbell www.connectandsell.com
“The ability to communicate is everything.” ~ Lee Iacocca
Today’s Event is Sponsored by ConnectAndSell
© 2006 DealBuilders, Inc. All rights reserved.
© 2006 DealBuilders, Inc. All rights reserved.
Our Agenda…• Fix Your ‘Broken’ Cold Call• The ‘Attention Economy’• Before You Call… • The Gold Call Script• The ‘Lemonade Statement’…• Build Your Script
Fix Your ‘Broken’ Cold Call
© 2006 DealBuilders, Inc. All rights reserved.
• Why is Your Cold Call ‘Broken’?
© 2006 DealBuilders, Inc. All rights reserved.
The Attention Economy
Attention - The new currency of business.
Prospect ‘Attention Filtering’
© 2006 DealBuilders, Inc. All rights reserved.
The ‘Elevator Pitch’ is DEAD
© 2006 DealBuilders, Inc. All rights reserved.
Turn Cold Calls into ‘Gold Calls’
Thread the needle in conversation
© 2006 DealBuilders, Inc. All rights reserved.
Before You Call…The Golden Rules:Rule # 1• Know who you’re calling
Rule # 2• Control the exchange
Rule # 3 • Attention Before Product
© 2006 DealBuilders, Inc. All rights reserved.
Know Your Prospect
Questions:• What is the profile of your ideal
sales prospect?• Who’s problem do you solve?• Understand your purpose
Control the Exchange
Sales Tip: The first person to ask a question controls 51% of the conversation.
© 2006 DealBuilders, Inc. All rights reserved.
Attention Before Product
• Prospects must pay attention before they pay for the product.
© 2006 DealBuilders, Inc. All rights reserved.
© 2006 DealBuilders, Inc. All rights reserved.
What’s a GOLD CALL ?• Sound Byte Dialogue• Compartmentalized Speech
© 2006 DealBuilders, Inc. All rights reserved.
The Gold Call Script
The Ice-Breaker
The Lemonade Statement
Focus Question
Attention Question
Closing
Question
© 2006 DealBuilders, Inc. All rights reserved.
The Gold Call Ice-Breaker
Ask for ’10-Seconds’…
Example: “Hello Joe, this is Pete Ekstrom
with Oracle- I’m hoping I might have 10-seconds to explain why I’m calling”…
© 2006 DealBuilders, Inc. All rights reserved.
The ‘Lemonade Statement’ Describe your business in simple terms like ‘Lemonade’
10 words or less works best!
Your ‘Lemonade Statement’
• The Object – Product/Service• Purpose – What does it do?• Who Buys it?• The End Result
Key Word = “Relevance”
© 2006 DealBuilders, Inc. All rights reserved.
© 2006 DealBuilders, Inc. All rights reserved.
Focus QuestionConnecting prospects to the need!
Example:
“How much personal focus are you giving to__________?
© 2006 DealBuilders, Inc. All rights reserved.
Attention QuestionClose for Attention!
Example: “Suppose I could _________,would
I get any of your attention”?
© 2006 DealBuilders, Inc. All rights reserved.
“When can I have more of your attention”?• “When can we meet”?• “Are you looking at your calendar”?• “What day looks good for you”?• “When can I stop by”?
The Closing Question (Scheduling)
© 2006 DealBuilders, Inc. All rights reserved.
Summary…
• Don’t Take the Elevator• Ask the First Question• Keep it Simple• Become a ‘Conversationalist’• Close for Attention
© 2006 DealBuilders, Inc. All rights reserved.
Why You Need a Gold Call…• Control the Exchange• Develop Instant Rapport• Eliminate Objections in Advance• ‘Disqualify’ to Qualify Prospects
© 2006 DealBuilders, Inc. All rights reserved.
Build Your Script
QUESTIONS?
For more information on:
Peter Ekstrom: pekstrom@dealbuilders.com
516.541.8160
@TheGoldCaller
ConnectAndSell: info@connectandsell.com
650.735.3400
@ConnectAndSell
© 2006 DealBuilders, Inc. All rights reserved.