Welcome toDIY Tele-sales
With Esther and Chris Harding
Your most Powerful Tool
Does cold calling make you feel like this?
When you should be feeling this way!
Contents
Preparation
Pick Up The Phone
Talking to the Decision Maker
Handle the Objections
Get a Close
Follow it Up
Preparation
Set aside your time and stick to it
Decide who you want to target (Data Prep)
Decide what you want out of the exercise
Write A “Script”
Anticipate Likely Objections and Prepare your Responses in advance
RELAX – you might enjoy it!
Pick Up The Phone
Have a clear, straight forward intro -Be specific
Ask for their help & advice
Make a note of her/his name
Stay professional and respectful
Thank them for their time/help
Talk sense to the Decision Maker
Clear intro, precise reason for calling
Only call of the day (Use name of company)
Use Pliable Words
Ask intelligent questions (prep)
Clarify his position
Your feature, his benefit
Ask for his endorsement
Ask for the business
Handling Objections
Don’t be defensive
Use Feel, Felt, Found
Use LAARC (listen, acknowledge, assess, respond & confirm)
Ask for the Business
Get a Close
A firm order
An Appointment
Agreement to provide back up service
Literature request – be careful
Agreed time to call back
A positive sign off
Follow Up
Phone at agreed time
Literature (Specific)
Appointment Confirmation
In Conclusion
Be prepared
Be specific
Be brave
Be rewarded
And this is what you will achieve
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