Cold Calling Help

[J.R.]

No JR, I'm not saying that an "open discussion" is the wrong way, I think it's the "right" way.

I take exception with "your goal is not the sale, it's helping them."

The sentence could have been worded better, but that's just a matter of semantics.

 

[GP32765]

I am impressed Delta

 

[StinsonAssurance]

Jack Daniels helps, but that's another story.

Best advice I've heard all day


Seriously. It sounds like someone just needs to develop a tough skin. My attitude toward making cold calls is that I am doing them a favor. I have a product or information that they need whether they realize it or not. If they are receptive then great they have made the right choice. If they are not, I thank them, hang up and keep going. It's their loss. My confidence level is not based on their response but rather in my ability to present the facts quickly and properly. Some people will smart enough to appreciate it and some will not but that has no bearing on who I am as a professional or a person.

 

[Imladris]

Do any of you choose a specific time of day to make your calls? Are there generally more answered calls in the evenings or does it matter? What about Saturdays?

 

[Reuben]

Perhaps we might expand this topic to include B2B in person cold calls?

 

[moonlightandmargaritas]

Also, every Appointment set will be supported with its Voice File.

That ought to be a hoot.

 

[benseattle]

A tried and true strategy is the "If I could..... would you?" method because this INVOLVES the prospect. I often start out by saying "I want to tell you right off this is a Sales Call. Is it all right if I'm up front about that?" Often they'll say, "Sure but make it quick" or "You're the first honest saleman I've talked to this week."

Regardless of their response, I'll say "I'm sure you're busy and frankly I am to but I can give you the bottom line in the next 20 seconds. Would that be fair?" "Okay, go ahead."

THEN create an irresistable proposition. Such as "Many of the clients I work (third party endorsement!) with tell me that I've increased the benefits of their health care coverage, that I've increased the number of doctors and specialists they can see and that I've cut their insurance premiums by a minimum of 25 per cent. Mr. Prospect, if there's a chance I can do ANY of these for you, would you be interested in more information?"

Few can resist that. You can now mail out info, promise to simply deliver it the next day, or best yet, now inform them that you Work By Appointment only. (This will quickly let you know who is serious. You should know by now that the "mail me something" is merely a ploy to get you off the phone so can get back to their 'reality tv.'

Good luck.

 

[the mayor]

Ok, Benseatle has 8 post...all in the "cold call" category.
When is the sales pitch going to hit?
Will it be lists for sale? Leads? Appointments?

 

[Question]

"Many of the clients I work (third party endorsement!) with tell me that I've increased the benefits of their health care coverage, that I've increased the number of doctors and specialists they can see and that I've cut their insurance premiums by a minimum of 25 per cent. Mr. Prospect, if there's a chance I can do ANY of these for you, would you be interested in more information?'

How do you do this as a tied agent that can only sell one company's policies which may not be the most cost effective in the market?

 

[Tom Highway]

You can find some excellent free resources on this website:
Sid Walker's Selling Without Wrestling Sales Training!

He has a subscription based service if you need that, but there's some good stuff there.