WELCOME [connectandsell.com] · WELCOME There is no dial-in telephone number associated with this...

WELCOME

There is no dial-in telephone number associated with this webinar; your speakers will serve as your audio.

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We will begin promptly at 2 minutes after the hour.

© 2006 DealBuilders, Inc. All rights reserved.

We Encourage Questions



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

http://www.goldcalltraining.com/

http://www.connectandsell.com/

Today’s Event is Sponsored by ConnectAndSell



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


• Why is Your Cold Call ‘Broken’?


The Attention Economy

Attention - The new currency of business.

Prospect ‘Attention Filtering’


The ‘Elevator Pitch’ is DEAD


Turn Cold Calls into ‘Gold Calls’

Thread the needle in conversation


Before You Call…The Golden Rules:Rule # 1• Know who you’re calling

Rule # 2• Control the exchange

Rule # 3 • Attention Before Product


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.


Attention Before Product

• Prospects must pay attention before they pay for the product.



What’s a GOLD CALL ?• Sound Byte Dialogue• Compartmentalized Speech


The Gold Call Script

The Ice-Breaker

The Lemonade Statement

Focus Question

Attention Question

Closing

Question


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”…


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”



Focus QuestionConnecting prospects to the need!

Example:

“How much personal focus are you giving to__________?


Attention QuestionClose for Attention!

Example: “Suppose I could _________,would

I get any of your attention”?


“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)


Summary…

• Don’t Take the Elevator• Ask the First Question• Keep it Simple• Become a ‘Conversationalist’• Close for Attention


Why You Need a Gold Call…• Control the Exchange• Develop Instant Rapport• Eliminate Objections in Advance• ‘Disqualify’ to Qualify Prospects


Build Your Script

QUESTIONS?

For more information on:

Peter Ekstrom: [email protected]

516.541.8160

@TheGoldCaller

ConnectAndSell: [email protected]

650.735.3400

@ConnectAndSell


mailto:[email protected]

https://twitter.com/TheGoldCaller



http://www.connectandsell.com/

mailto:[email protected]

https://twitter.com/ConnectAndSell

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