Cold Calling Golden Keys to Exec Appointments

If you are like most sellers you have no idea how to speak the language spoken at the executive levels. Not to worry. Language is all about words. As a sales professional you have the ability to use words in an impressive way. All you need are the words to say.

Corporate decision makers have an ear for certain phrases. When they hear these phrases, the on-switch clicks and you have their undivided attention.

Chances are you have never thought about your product or service from the perspective of an executive-level decision maker. If you want to schedule executive-level appointments now is the time to learn how to think about your product/service in a way that is meaningful to those high-level prospects.

Executives think about how to improve revenues, reduce expenses and how to improve communications. They generally have financial incentives for the positive impact they make in these areas. To profit from these incentives they have specific business goal and objectives.

As you introduce yourself on a cold call, make sure you use language that speaks to the business goals and objectives of your prospect. For example, let them know how your product/service will serve to do one or more of the following:

• How Does Your Product/Service Improve Revenues
  Increase revenues; Improve time to market; Increase dollar amount and frequency of customer purchases; Increase market share; Faster sales cycles
• In What Particular Areas Will Your Product/Service Effectively Reduce Expenses
  Decrease costs; Improve efficiencies; Increase profits; Reduce cost of goods sold; Reduce direct labor costs
• What Does Your Product/Service Do to Improve Communications
  Improve integration of systems; Improve e-commerce for additional revenue streams; Increase turnover of inventory
  

Think about how specifically your business serves others in one or more of these important ways. Then, distill your contribution to a phrase of fifteen words or less. Use that phrase every single time you cold call.

Visit: www.coldcallingexecutives.com

Liked this post?
Save to Del.icio.us
Digg!	Reddit	Stumble Upon

Cold Calling The Golden Keys to Exec Appointments

If you are like most sellers you have no idea how to speak the language spoken at the executive levels. Not to worry. Language is all about words. As a sales professional you have the ability to use words in an impressive way. All you need are the words to say.

Corporate decision makers have an ear for certain phrases. When they hear these phrases, the on-switch clicks and you have their undivided attention.

Chances are you have never thought about your product or service from the perspective of an executive-level decision maker. If you want to schedule executive-level appointments now is the time to learn how to think about your product/service in a way that is meaningful to those high-level prospects.

Executives think about how to improve revenues, reduce expenses and how to improve communications. They generally have financial incentives for the positive impact they make in these areas. To profit from these incentives they have specific business goal and objectives.

As you introduce yourself on a cold call, make sure you use language that speaks to the business goals and objectives of your prospect. For example, let them know how your product/service will serve to do one or more of the following:

How Does Your Product/Service Improve/Increase Revenues ; Improve time to market; Increase dollar amount and frequency of customer purchases; Increase market share; Faster sales cycles

In What Particular Areas Will Your Product/Service Effectively Reduce Expenses; Decrease costs; Improve efficiencies; Increase profits; Reduce cost of goods sold; Reduce direct labor costs

What Does Your Product/Service Do to Improve Communications; Improve integration of systems; Improve e-commerce for additional revenue streams; Increase turnover of inventory

Think about how specifically your business serves others in one or more of these important ways. Then, distill your contribution to a phrase of fifteen words or less. Use that phrase every single time you cold call.

Visit: www.coldcallingexecutives.com

Liked this post?
Save to Del.icio.us
Digg!	Reddit	Stumble Upon

Cold Caling: Words Your Prospects Want to Hear

To cold call high-level decision-makers very well may take a shift in thinking, a rewiring so-to-speak, of your brain.

Why? Because more than 87 percent of sales professionals still hold onto and take action based on three beliefs that actually sabotage cold calls made to executive levels.

What are those beliefs?

First, the majority of sellers think they need to announce the name of their company as a way of gaining credibility when cold calling a prospect. Not true. This is unnecessary information for executive-level decision makers. In fact if the prospect has had an unpleasant experience with your industry your company name will only serve to conjure up bad feeling associated with that experience.

Second, others believe they must speak as fast as they can, to make their point about what product/service they have to offer the prospect within the limited time they have on the phone with their prospects. Hopefully, they can get a phrase or two out that will hook the prospect and keep them engaged in the call. Again, not true. Prospects really do not care about what product/service you have to offer. If they have any familiarity with your product/service at all they will use this information to pigeon hole you and send you down the ladder to the person who handles that-sort-of-thing.

Third, many sales pros still persist taking the long road. With persistent tenacity they cold call low levels of an organization and painstakingly look for in-house introductions to those at the top of the company. Wrongo again! This does not work because most of those low-level decision-makers walk in fear and trembling of the high-level decision-makers. They do not know the words to say, let alone have the intestinal fortitude to approach those guys. In the unlikely event they do have a way into the executive-suites those low-level decision makers want to use time with execs to make their own case with top decision makers, not yours.

So what is a cold calling sales pro to do? Learn the language spoken by those in the executive ranks. Attract their attention by speaking in terms that answer one or more of their top three questions:

How can you increase their revenues?
How can you decrease their expenses?
How can you improve their communications?

Visit: www.coldcallingexecutives.com

Liked this post?
Save to Del.icio.us
Digg!	Reddit	Stumble Upon

Cold Calling Consciousness

Too many cold calling disasters come from the seller's inattention to figuring out what he/she is doing correctly and figuring out what needs improvement.

We are tempted to allow the next greatest cold calling tip consume our attention at the cost of forfeiting what has been working for us. Or we have an unwavering, defend-to-the-death-devotion to the way we learned cold calling. We convince ourselves ours is the only way cold calling should be done, regardless of the results yielded from that learning.

Sales pros who engage the brain in thinking about every aspect of the cold calls are the ones who are destined to succeed.

Here's the natural progression for many a cold caller:
- try scheduling a few appointments and get them
- go to training, try scheduling a few more appointments and don't get a single one
- faithfully persist in cold calling, trying to schedule appointments, get precious few appointments for the amount of energy put into cold calling (low ROI), and experience burn out
- begin believing cold calling is a worthless tactic and/or that you will never figure out cold calling

Dig a bit deeper. Consciously, deliberately see yourself as an observer would see you and the above scenario pans out like this:

"In the beginning the seller didn't know what to say or do, so he/she made cold calls to prospects; and in a natural, conversational tone of voice listened to the prospects, asked for an appointment and got it.

After training the seller sounded canned; a bit too polished; as though no matter what the prospect had to say the seller was going to get his/her scripted words out no matter what.

Then, the seller became noticeably irritated and depressed just looking at the telephone. He/she allowed anything and everything in the day (including dusting his/her desktop) before attacking the process of cold calling."

You do not need to allow this scenario to play out in your cold calls. Be consciously aware of all that transpires during a cold call. For example, learn how to greet every prospects' "hello" as though you were brand new to cold calling. Really, listen to what your prospects have to say. Then, ask them your questions. Maintain a conversational tone throughout each call.

Newbies are conversational because they do not know how else to be.

Seasoned sellers are conversational because they have learned that is how their prospects are well served and how the seller ends up getting appointments.

Sales pros who are in between, those who are destined for successful cold calling learn self-control and practice being conversational. They fight the temptation to sound as though they are reading/speaking from a canned script. They consciously keep the tone of their conversations, well, conversational!

Eventually, you will want to experiment with new tactics, but take care not to forfeit the parts of your calling that bring you success. Do examine all of the elements. Keep the practices that bring you success. Drop the practices that do not contribute to your success. Consciously cold call.

Visit: www.coldcallingexecutives.com

Liked this post?
Save to Del.icio.us
Digg!	Reddit	Stumble Upon