Red-Hot Cold Call Selling: Prospecting Techniques That Pay by Paul S. Goldner

By Paul S. Goldner

This used to be a truly speedy learn and had sturdy content material. I want it had a couple of extra tales, yet worthy my funds. Will re-read sooner or later as a primer.

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Extra info for Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off

Example text

Point, it becomes appropriate to discuss exclusive providership with your customer. The system can also be related to our recommendations in Chapter 5. If you remember, we recommended that you call your high-priority accounts once a month, your middle-priority accounts once a quarter, and your low-priority accounts once every half year. Following this type of a callback strategy and combining it with the unique selling point messages outlined in this chapter gives you a half year's worth of messages if you are calling a high-priority account, eighteen months worth of messages if you are calling a middlepriority account, and three years worth of messages if you are calling a low-priority account.

Consider this statement: The reason I'm calling is because I sent you some information about our organization in the mail. We provide financial management services to large organizations like yours. Please note that although I state that the reason I called is because I sent Mr. Jones something in the mail, mail is not a required precursor to your cold call. Mail should be sent as part of a structured process or program. If it is not part of a process or program, it may serve to lengthen the sales cycle.

What the prospect is really telling you is that you have not provided him with enough information at this point to justify taking time out of his busy schedule to see you. There is some tremendous synergy here. Since we can plan for the objections and respond to them by providing additional information, we should be able to turn around any objection with the same skill and ease that our prospects send them our way. page_79 Page 80 I have compiled what I believe to be a comprehensive list of objections.

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