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Cold Calling Boot Camp

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by

Cliff Myers

on 16 October 2012

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Transcript of Cold Calling Boot Camp

Cold Calling Boot Camp The :30 Improv Intro Responding to Objections
"Send me the information"
"I'm too busy"
"I'll Call You"
"We're not planning any meetings at the moment"
"You don't have a HQ Hotel"
Your hotels aren't big enough"
"There's nothing to do in the off-season" Answering Objections
-Agree with your propsect
-Reframe the objection
-Ask for the meeting with THE APPOINTMENT SETTING MANTRA "NAME THAT PLANNER"
Google/LinkedIn
7 Magic Words
Call the CEO
Broken Record Technique
Automated Attendant “random dial”
The Made Up Name
Ask Customer Service Getting Past
The
Palace Guard The Voice Mail Formula
•Say your name & telephone # at least twice
•Spell your name
•Speak slowly and distinctly
•Focus your message on the value, benefits, and outcomes
•Tell a Success Story
•Create a series of 3-8 differing voicemails. Leave one every 3-5 business days
•Keep detailed record of which vmail you leave
•“Move On” voicemail Strategies to Bypass Voice Mail
•"I had the BEST TIME!!!"
•Vary your calling times
•"Alternate Universe"
•Call outside of business hours
•Call during lunch
•Block your phone number
•"One Up; One Down"
•Dial 0 for help
•Email “read receipt”…then call
•Call the wrong number The Myths The Mindset The "Warrior Delusion"
It's a Numbers Game
Open The Phone Book
Make 100 Dials/Day
Go Through the "No's" and Hang Ups
Practice Rebuttals
The "Born Sales Person" Belief->Action->Results

Cold Calling Mindset = NEUTRAL

If your mindset is NEUTRAL,
you'll approach cold calling
like any other business process The Real Numbers Game = Conversion

Turn Dials into Conversations
Turn Conversations into Prospects
Turn Prospects to RFP's Keys to Success
Skill
Process
Organization
Action The Hell
that is
Voice Mail Pre-Call Planning...
"where the rubber
meets the road" Describe our
Ideal Prospect What do they worry about?

What outcomes
can we provide that will help? Success Stories
mini-case studies
focused on customer
concrete results Position Yourself as the Expert

...a one sentence sound byte
about the VB CVB Pre-Empting
Objections Scripting Ask for your prospect by name
Greet your prospect
Introduce yourself
One Sentence VB CVB Sound Byte
Articulate benefits/Tell a Success Story
Ask for what you want-->
THE APPOINTMENT SETTING MANTRA THE APPOINTMENT SETTING MANTRA

"I'd like to introduce myself and the Virginia Beach CVB.
I need 10-15 minutes, whenever is good for you.
Can we carve out a few minutes next week...
or is the week after better?" I Object! THE REASON WHY Any Questions? Virginia Beach CVB Sales & Marketing Team
October 2012 TEACH ME TUESDAY
presents

Cold Calling
Boot Camp

Cliff Myers, CMP
Full transcript