How to overcome the fear

of cold calling

www.theaccidentalsalesman.com

Putting it into perspective

• Generate Interest

• Qualify Interest

• Discover the pain

• Make your diagnosis

• Negotiate the deal

• Close

Its all about relationships

It’s a bit like asking for a date!

GO FLIRT!

• G - Ground Work

• O - Outcome

• F - Figures

• L - Language

• I - Introduction

• R - Responses

• T - Timing

Ground Work

Ground Work - exercise

• Write down who you intend to call

• Write down what you think is their 3 main

problems they are looking to solve

• Write down why they will want to speak to

you even though they are incredibly busy

Outcome

Outcome - exercise

• Write down what you expect as an ideal

outcome of your call

Figures

Figures - exercise

• Draw out a grid for the numbers you will

measure for yourself. For example:

– Number of dials

– Number of conversations

– Number of meetings

Language

Language - exercise

• Rehearse your calls with your manager or

coach. Make sure your voice is calm and

natural.

• Record and review your calls or get your

manager or coach to listen in and give

feedback.

• Notice the differences in response from

different approaches

Introduction

Introduction - exercise

• Write out your introductions for

– The receptionist

– The gatekeeper

– The decision maker

• and memorise them

• Ask your manager or coach for help if

necessary

Responses

Responses - exercise

• Write out all the most likely responses you

are likely to get to your introduction

including the ideal response.

• For each response, write out your reply

• Practice and memorise each reply.

• Role play with your manager or coach

Timing

Timing - exercise

• Write down how you will decide whether to

call back

• Write down how you will manage your call

backs

Manage Your State

Gatekeepers

What Next?

Master the basics

• Lots of activity

• Track your numbers

• Notice what works

• Adjust to improve ratios

If you would like to be trained in how to deliver this

as a training course for others or have it delivered to

your team then please contact Richard White using

the contact details below. This material has created

great results with group sizes from 1 to 20 when

delivered in the correct way:

Telephone: +44 1428 651866

Email: rwhite@theaccidentalsalesman.com

Web: www.theaccidentalsalesman.com