| Cold
Calling On The Telephone Outline (2 CDs)
1. Mandatory
telephone skills
- Improve your retention rate by 25% without having to
take a single memory course.
- Use the 6 Second Technique to avoid the #1 complaint
of prospects.
- Learn how to use the Chinese Questioning Technique
to get quality answers that lead to more sales.
2. Know what you're looking for
- Sell the 3 things customers buy before they will even
look at your product or service.
- Learn from Socrates how to sell without ever talking
features, advantages, benefits; without techniques.
3. Mental & physical preparation
- Use the power of Neuro Linguistic Programming to change
your attitude about cold calling.
- Involve your voice, feet, arms, and chin to be more
effective on the phone.
- Be 50% more effective on the phone by being a "dork".
- Use the "Fonz" Technique to deal with rejection.
4. Scriptease
- Use mind mapping to create scripts for the initial
call.
- Know what to say, why you are saying it, and how to
say it.
- Use the 3-step approach when sending out a brochure
to guarantee you never ask, "Did you receive the brochure I sent?"
- Use voice mail to get results and keep your foot in
the door.
5. Gatekeepers
- Know the one question to ask in order to deal with
the gatekeepers better.
- Use the number "4" to eliminate 92% of your
competitors.
6. Objections
- Handle objections in 3 proven steps.
- Deal with the "money" objection with one
word.
7. Bring the call to a conclusion
- Understand the 3 things salespeople are hired to do
but are reluctant to do.
- Discover the 4 things that motivate people to act.
- Avoid the biggest mistake 46% of salespeople make.
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From Cold Call To Appointment
Outline (2 CDs)
1. Keeping your foot out of your mouth
- 7 questions that get the answers you want.
- Practice Problem/Need/Solution technique to change
their beliefs about you and your product/service.
- The Eureka! technique will show you what to say, what
questions to ask, and what will be expected of you.
- Use the Internet to do your research and homework before
you call.
2. Getting your foot in the door
- Use 2 voice mail techniques to get them to take your
phone calls.
- Get permission to meet with them by distinguishing
yourself from your competition in less than 30 seconds.
- Follow 5 steps to create your own mail program that
will ensure they take your first call.
3. First impressions are everything
- It's the "trivial" things you do that instill,
or lose, trust. Understand the words and body language skills that will
get you the appointment.
- Should you send a brochure before you call? If you
do, find out what that says about you.
4. Get your calls returned
- Strategies that obligate the prospect to call you back.
- If you ask this very simple question, you will double
your chances they will return you call.
- Use "Just the Fax" to increase your chances
of getting calls returned.
- When do you give up? There's a difference between being
persistent and stalking.
5. Thinking on your feet
- Use the Magic 6 technique to predict what others will
do and say.
- Understand the 4 basic personalities, and what motivates
each to make an appointment with you.
- There's a large group of people who are turned off
by you and how you talk with them. Find out who they are and what you
can do about it.
- Look for specific nonverbal clues. You will know the
answers and what to do before they even speak.
- Pinocchio and Bill Clinton were right: Look at someone's
nose to see if they are telling the truth.
6. Keeping your foot in the door
- If you can't be the #1 vendor on their list, use two
proven strategies to position yourself to be #2.
- Use e-mail techniques that will make your prospects
want to hear from you.
- Use voice mail to keep your name in front of them,
so when they're ready to buy they'll think of you first.
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