Cold Call Training

Master Class on cold calling situations
Technology
Your phone is your weapon for success! Learn how it works, how you can quick deal, how you can transfer calls, how you can setup conference calls.

Phone backup. Sometimes technology fails. What are your backup systems? Learn how they work and what tool to use for which situation.

Mindset
When you call somebody you are in the position to solve a problem, give somebody a nice career and enrich their life! You are NOT cheating somebody and sell them what they do not need.

You are like the doctor who calls the patient who has cancer. It is your duty to safe his/her life. Your patient might not know about the illness. It your job to find that out with QUESTIONS!!!!

15 seconds of fear
Everybody doing cold calls experiences the first 15 seconds of fear and horror. How will the other person react? Will they shout at me and reject me as a person? What might they think about me?

You will find all possible excuses not to call. You are busy, do not feel well, your room is to noisy, and and and. 

Technique
The only way to overcome call fears are to call based on a proven call technique and script. You need to train your script until you know it by hard.

Step to the call:
  1. Short research on the person / company you are going to call, best is to have a picture of your target person.
  2. Clearly define the goal of the call? What do you want to achieve? What is your desired end result?
  3. At the first 4 seconds of the call you need to:
    1. Enthusiastic as hell
    2. Sharp as a tack
    3. Figure of Authority
  4. Lead the call by asking questions
  5. After each answer WAIT 3 seconds before go on
  6. Repeat important points from your counterpart and wait 3 seconds
  7. Agree always directly at the end of the call on the next specific steps
    1. Setup meeting
    2. Setup Skype call
    3. etc
  8. Confirm email address and alternative phone numbers with when and how to reach your counterpart best
  9. CLOSURE - CLOSURE - CLOSURE must fit to your objective

Objections

A NO from your prospect / candidate is final based on their current information level. Arguing against this NO will not lead to a yes. Begging neither.

The only method is to ask further questions and to provide more information.

Feel - Felt - Found Technique

Yes, I understand how you feel about this salary offer.
Many of our candidates felt the same when they agreed to join Hilton.
Let me tell you what they found::::::

  • Would you like to have an exiting international career which allows to work in places like London, Paris, NY or Bali with high salaries?
  • Would you consider an investment of 3$ per day a good choice to earn 20000$ - 30000$ pr year later on?
We offer you here a career path which guarantees you 300000$ more income over the next 12 year, not to speak about international traveling and freedom.

What do you thing?

NO means not NO, it means I am not certain!
I do not trust you, I do not understand you, I am afraid to say yes.
60% of sales success is achieved only after the 7th call. Giving up on a NO after the first call is not helping a dying patient, not rescuing a child out of a burning house if you are convinced that your help is needed and adds value.

Your questions secure your conviction that your help is needed. Once you are sure do not accept a NO!!!!!

YES does not mean YES, if you do not confirm it!
I am scared to say NO, I want to exit this calling situation, I have not thought about it.  

You want to secure a yes with confirming questions.
  • repeat the agreement in your own words
  • ask confirmation questions:
    • are there any open concerns or open questions from your side?
    • are there any circumstances that would hold you back too...
Speed of Speech
Listenable speed of speech in 140-160 words per minute!
  • In order to communicate clearly to your customer / candidate you need to talk between 140 - 160 words per minute
  • Speaking above 200 words per minute > sleazy sales person
  • Speaking between 100 - 140 words per minute > booring
  • book reference: a hatful of Seuss

TEXT to read out loud:
As a representative of your organization, it is important that you speak clearly. That means that you must articulate. It also means that you must speak so that you can be understood. Although there is no set rate of speech, most expert speakers talk at between one-hundred-forty and one-hundred-sixty words per minute. That is a good speed for verbal communication. It is not too fast to be understood. It does not give the listener the impression that you are under pressure nor is it too slow.
 
The one-hundred-sixty word rate adds an element of dignity to your voice. The one-hundred-sixty word rate also gives a sound image to your audience that establishes both you and your company as efficient and well-organized. To give the audience the kind of impression of yourself and your company that you wish, speak correctly, speak at one-hundred-sixty—that’s one-hundred sixty words per minute.

Measure your time. You should read the text in 60 seconds to have the right speed of speech.

If you read the passage above in 60 seconds, you are reading at 160 words-per-minute, which is the preferred speed. If you’re at 75 seconds, you could be considered a bore by your audience or the person with whom you are communicating. If you read the above passage faster than 60 seconds, your audience or person with whom you are communicating just might consider you a salesperson—the stereotypical fast-talking, non-listening kind.

Many first-time OUT LOUD readers read much faster than 60 seconds. Many of us speak just a little too fast, period. We’re too busy telling versus having a conversation.

In an effort to speak like a polished speaker or presenter, try this technique: speak in a tone and speed to your audience or client as if you were reading a Dr. Seuss book out loud to a small group of children.

Imagine for a moment:  you have a small gathering of children sitting around you on the floor, looking up at you as you prepare to read your most favorite Dr. Seuss book. “One fish… two fish… red fish… blue fish!” Or… “Did you ever fly a kite… in bed? Did you ever walk… with ten cats on your head?” As I say to my audiences that I train in public speaking, “You Seussem’” (your clients and audiences)!

Now, what Seussem’ means is that you are speaking at 140-160 words-per-minute. You articulate, you use a correct voice pitch, pause, and pace. Pitch means your voice quality, pause means using silence to “cliff hang” or emphasize a point, and pace is the correct listenable-rate-of-speech you should be at.

http://www.chuckbauer.com/become-a-better-communicator/









Wolf of Wallstreet


YouTube Video


YouTube Video



FEEL - FELT - FOUND


Build rapport


Overcoming Objections

YouTube Video


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