I received this in my email this morning - thought you'd like it! Notice what he says about the "Gatekeeper".
From LightBulb Training:
I love to cold call. It's great to meet new people, find out their needs, and learn how our service might assists them. Cold calling lets you reach out to customers in person. That's powerful! Do you have cold calling in your arsenal of sales tools? Here are some ways to make cold calling your most advantageous
1. Commit to a number of calls. Rather than just scheduling time,
commit to the number you will make per session. You may make excuses
to complete only 8 calls in an hour. However, if you have 50 calls to
make, you'll cram to get them done. An acceptable alternative for
more experienced phone users is to set a number of people you will
close per session.
2. Keep track. Write down in a note book the date, day, and time.
Next, draw 3 columns: One labeled "Dials," next column, "Spoke To,"
and the third column, "Meeting." Use hash marks to keep track of each
column. Use these stats for your daily calls. You may make 100 dials
and only speak to 3 people; out of those 3, you may meet 3. That
equals a 100% closing ratio. However, because you only spoke to 3
people, you know you need to select a better dial time.
3. Find your best times for calling and make more calls during those
times. If you find that Monday mornings no one answers their phone,
but everyone answers on Thursday, then dial more on Thursday. Once a
week, try a different time just to mix it up.
4. Stand up and smile when you dial. Physiologically, standing moves
more air in your lungs and you sound stronger and more confident.
Psychologically, you have more energy and action while speaking. You
can also hear a smile.
5. Love the "Gate Keeper." When I ask classes what the role of the
Gate Keeper is, most people say, "To keep sales people out." Wrong!
The role of the Gate Keeper is to let the right people in. Before you
pick up the phone figure out why you are the right person to let
through the gate.
6. Have a great opening line. Be clear, quick, and to the point. It
should only take 10 - 15 seconds. Then, for practice, call your sales
manager for a week and try to close for a meeting.
7. "No" is normal. It's human nature to say, "No" to a sales person.
It is also human nature that continually saying "no" is difficult.
If someone says, "No," then have several rebuttals ready. One
decision maker said "no" six times and still agreed to meet me!
8. Have primary and secondary call objectives. Unless you know what
you're aiming for, you're unlikely to hit the bull's-eye. Therefore,
give yourself a couple of bull's-eyes! What are your primary and
secondary objectives? Is it a meeting? Is it to find out more about
the company? Get a referral? Sign them up for your newsletter? Know
your objectives and have the flexibility to change in the middle of a
9. Ask open-ended questions. In order to have a meaningful
conversation with someone, you need to ask plenty of open questions.
It's the same when you go to a party and meet someone for the first
time: you ask open-ended questions to find out about them rather than
blather on about yourself.
10. Invest 15 minutes the night before to create the list of people
you will call the next day. Don't get stuck in your database or
Internet or email searching for numbers and names. Update all that
after your calls. Do not put the receiver down. Keep going down the
list. Then afterwards, update your database and make a new list for
the next session.
Remember, if you are making 10 new contacts per day, that equals
2,600 contacts per year! How many calls does it take you to make 10
Lose phone fear here.
Do something today you don’t think you can do.
Telephone Names Sourcer/MagicMethod Trainer
513 899 9628
maureen at techtrak.com