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Sales 2.5: The New Rules of Cold Calling

Visit our Website:

www.MrInsideSales.com

Email: Info@MrInsideSales.com

What You’ll Learn Today

 • The One Technique to glide past gatekeepers

• How to NOT sound like a sales person

• What the NEW RULES of cold calling are

• How to avoid the brush off

Cold Calling – Is it Really Necessary?

Even in Sales 2.0 You Still Have to Pick up the phone to:

• Call back an inbound lead, or

• To call on a “warm” lead you found on LinkedIn, etc, or

• To prospect (cold call!) into a market or to expand an account

Welcome to Sales 2.5!

Sales 2.5 is successfully combining the New Tools of sales with the Old Rules of traditional Top 20% selling. These include:

• Being prepared for the situations you run into 80% of the time

• Using proven scripted responses

• Practicing perfection on every call

Gliding Past the Gatekeeper:

“Hi, could you please connect me with_________, please?”

 

Gatekeeper:

“Can I tell them who is calling?”  

 

You respond with:

 “Yes, please, please tell him _______ _______ with the (your

company) is holding please.”

 

Don’t be fooled by how simple this looks….

 This works because:

• By using please, you are differentiating yourself

• Giving both your full name & company name you’re not trying to trick anyone

• Using an instructional statement gives direction – avoids further screening

How to NOT Sound like a sales person

Nothing identifies you as a salesperson more than: 

“Hi _______, how are you?”

In fact, how do YOU feel when someone you don’t

know calls you and asks you that?

Use a better opening

• “How’s your Thursday going so far?”

• “Is it still raining there?”

• “Can you hear me OK?”

The New Rule: Build Instant Rapport

“_______, we haven’t spoken yet….

OR

“_______, I got your name from (LinkedIn, a referral, a website inquiry…..

“And briefly, I just wanted to see if what we provide might be a fit with (what their company does…)

Now ask a quick qualifying question:

• How are you currently handling (XYZ)?

• What is your time frame for adding/fixing/improving your (XYZ)?

• If you found a way to increase productivity while reducing what you’re spending on (XYZ), what would your interest level be?

This works because:

• You’re not talking at your prospect (unlike your competition)

• You’re immediately allowing your prospect to interact

• You’re qualifying and learning by listening

All this allows you to build instant rapport!

How to Avoid the Brush off

This one response will work when you get: 

• “I’m not interested” or,  

• “We already have a company for that”

• Or any other brush off…

How to Avoid the Brush off

“ I understand ________, and that’s good because I’m not calling to sell you anything today.” 

Avoid the Brush off (cont)

“Instead, I’m here to see if there might be a fit between our two companies and if there is, then to offer you an additional resource you might be able to use later on.”

 

Avoid the Brush off (cont)

• “Let me ask you…”

• “If I could show you a way…”

• “What would it mean to you if you could….”

• “How important is it for you to…”

This works because:

• You’re taking the pressure off your prospect (unlike your competition)

• You are allowing your prospect to interact

• You’re qualifying and learning by listening

Brush off #2: Just Send Me Your Information

“I’d be happy to email you our information, _______. I have a 64 page PDF file that I can email you, but do you mind if I ask you just a couple of quick questions so I can only send you that part that you’d be most interested in?”

• Now qualify for interest, time frame and DM

Getting Commitment for the Next Callhelps determine their level of interest

• Do you have an appointment time and date for your next contact?

• How are you going to reach out to them prior to this?

• Has your prospect been given an out?

Prospecting in Sales 2.5 Means:

• Being prepared for the situations you run into 80% of the time

• Using proven scripted responses to help build rapport

• Practicing perfection on every call

 

 

And here’s how you can do that in every area of

your sales presentations:

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CD #3: Closing Sales Like the Top 20%

CD #4: How To Handle The Top Ten Objections

CD #5: Taking It To The Next Level

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Selling Over the Phone

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