Cold Calling Tools

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2008-07-10T09:50:00.000-07:00

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Cold Calling: Conquer F.E.A.R. and Capture Profits

2008-06-12T18:16:00.000-07:00

Contrary to popular belief “FEAR” doesn’t mean “Forget Everything … And Run”!

But, what are you supposed to do when negative thoughts creep in, force you to live in stress, and cancel out peace of mind?

If you’re like most sales pros you’ll be tickled pink to know that fear can indeed be conquered. You can greet every single day with a sense of excitement at the thought of having “confidence on demand” and you can own every prospect that has the good fortune to meet with you!

Bottomline? Conquer fear and you’ll come out on top.

Of Course You Want To Leverage Your Limited Time For Unlimited Dollars

Selling at the top to million-dollar decision-makers is the strategy you want to master, because senior-level executives focus on business and write big checks. Experience shows you the primary focus of mid-level decision-makers is keeping his/her job.

You have incredibly valuable solutions and services that’ll benefit your prospect companies, and your “message-to-market-match” fits better at the executive level, than any other.

Your all-powerful business-changing message is this, “I have solutions to reduce your expenses and increase your revenues.” And that message is best matched to executive-level prospects that are doggedly sniffing around for solutions to their rising expenses and plummeting revenues.

Your experience forces you to conclude, “If I continue to call at low levels where the daily cry is, ‘Save my job, spend no money’—you’ll continue to hear that annoying phrase “‘We get hundreds of calls from people like you.” If you’re like your colleagues this kind of treatment is getting on your last nerve!

Now, I ask you—with this kind of rejection day in and day out—who wouldn’t expect feelings of fear to creep in?

You Can Concede Defeat or Recognize a Red Flag When You See One

Look past what appears to be a dead-end, low-level, sales call and find the action steps that’ll take you toward your goal. Understand that what appears to be rejection is actually a “red flag” waving, directing you to call high. That’s where your solutions/services can be understood, valued, and desired—in the big picture scheme of your prospect’s profit picture.

If you misread the red flag as bona fide rejection, you’ll freeze in fear, and conclude all is lost. This does not have to be your choice! You can take action from an entirely different perspective. Determine to search for ways to get past obstacles to top-level cold calls.

Success Is Reached In Zigzags

As a successful sales pros you understand that success rarely comes directly—as a crow flies—that success is reached in zigzags by trying a strategy, running into snags, taking corrective action to get back on course, and moving more directly toward the goal again. Look at a snag not as a dead-end, but as a helpful means to a positive outcome.

We all know that unshackled fear, left to its own devices, takes us down a path that fills us with doubt, insecurity, and feelings of failure. What if you’re frozen in fear? Is there hope for you? Can you thaw out and move forward again?

Absolutely, Positively, No Doubt About It—There Is Hope And Promise Of Success.

Your success is dependent on a relatively short list of attitudes and skills that can be learned, exercised, developed, and maintained.

1. Role-play objection overturns with a colleague or your spouse. Lack of confidence comes from lack of skills. This practice-without-pressure will build skills and keep “fear” from nagging you with the question, “What do I say when I call for an appointment?”

2. Fortify yourself with the written testimonials of your favorite clients, read them when “fear” brings up thoughts of, “Why on earth would any executive want to meet with me?” Let the words of your most successful clients be the words that address this little question.

3. Remember moving forward is hard when you believe the next step will suck the life out of you. Change your belief with a true perspective—F.E.A.R. is simply False Evidence Appearing Real. And that you can handle exceptionally well.

Use these simple tactics to conquer F.E.A.R. and capture profits.

Your thoughts?
Leslie Buterin (like butterin' bread)

Cold Calling: Maintain Staying Power with Gatekeepers

2008-06-05T10:24:00.000-07:00

Ever feel as though the job of a gatekeeper is to personally kick you down to a lower level and to keep you away from high-level decision-makers? Then again, has it ever crossed you mind that that you have the power to stay at the top and that that power is hidden in the very words you say? It’s true.

Follow a few key pointers and you will have staying power and the ability to work in tandem with the executive assistant for an invitation to meet face-to-face with the executive.

1. Maintain your mental position as a Top Dog in your world. When an Alpha Dog decision maker, tells you what he wants done, make sure that you follow those orders on his playing field. By the same token, when he asks about your business arena that is your playing field, where you give the orders.

Follow the decision maker’s instructions in his area of expertise, but in your area of expertise, you are the one to say, “This is how it is done.” Hold your own and maintain staying power.

2. Know why high-level prospects refer you to low-level decision-makers. Cold callers are referred down for one of two reasons. The prospect is either interested in what you have to offer and wants input from a team member; or something in your language signaled the prospect that you are not ready to hold your own with high-level decision-makers and your prospect decides your call really is best handled at a lower level.

Here’s an insider’s perspective on words that signal whether or not the caller (you) is ready for prime time.

High-level decision-makers use terms found on a profit and loss statements. For example, the term “expenses” is a high-level word used by executives. Utter the word “costs,” however, and you will be viewed as being better paired with a low-level decision-maker. The word “sales” is a low-level decision-makers term and “revenues” is a high-level decision-makers word. Speak in terms of “dollars and cents,” a bean counter’s verbiage, and you will be kicked down the organizational ladder. Speak in terms of “percentages” and you will have staying power with the high-level decision-makers gatekeeper.

3. Repeat, Repeat, Repeat the reason for your call. Yes, as odd as it may feel to you as you do it, know that repetition will give you staying power. You will be able to repeat the reason for your call three or more times during the 90-seconds of time you have with the gatekeeper.

Remember, getting brushed down isn’t always a brush-off. Just respect the rules of each playing field, follow through accordingly, and you will have staying power.

What kind of change of perspective is this for you? Let me know.

Leslie Buterin (like butterin' bread)

Cold Calling: Review of a short, short script

2008-05-22T19:40:00.000-07:00

Thanks Bob for this short, short voice mail script!

"Hi (manager's first name) it's Bob, 555-555-5555. I have an SAP Basis Admin available who lives in the area. I also have other SAP and non SAP talent available, as an employee or contractor. Let me know what you need. Bob LastName, Recruiters, 555-555-5555. Have a great day, goodbye"

Quick observations and thoughts:

1. When you have a product/service that is greatly needed such as SAP talent, this kind of message should get you a call back just about every single time. I image this is the case for Bob right now. A close examination of the results of these calls would allow me to see where there is opportunity for even better results.

2. Every decade or so there are particular shortages in specific segments of the workforce that result in employers paying outrageous salaries and going to great lengths to find those people. In the 80's Geologists were hotly pursued and courted. Then, as in all markets something changes and the tide goes another direction. This is one reason I encourage those of you who have products/services that seemingly "sell themselves" to change your thinking toward building relationship with your prospects and discovering their needs for more than SAP talent.

3. Building relationship also serves to identify other opportunities with your prospect companies. Opportunities that you will never know about unless you take the time to get to know your prospects.

Leslie Buterin (like butterin' bread)

Cold Calling: Closing Lines That Reel-In Appointments

2008-05-08T06:05:00.000-07:00

Here you will see 3 green-sets of closing statements that are representative of the way your colleagues end cold calls.

You will see my comments after each of the 3 paragraphs ..

"Mr. Prospect, do you have your calendar handy? What day would be good for you, towards the beginning or end of the week?Do mornings or afternoons work better for you?Thanks again for the opportunity to meet with you and for taking the time to discuss how we may be able to .... If anything changes on your side or if you need to reschedule, please take down my phone number and e-mail address. Otherwise, I'll reconfirm this meeting with you on ....I'm looking forward to meeting with you on ... at ... Have a great day!""Can I set up some time with you next week to learn about ....?"
- Too many words
- Too solicitous. I understand the desire is to server the prospect however, it comes off as weak, lacking confidence, and as though the caller is nowhere near equal in stature to the prospect
- In dog-terms, the Top Dog looks at this caller as though he/she is a yippy little poodle ... rather than as another Top Dog

"Can I set up some time with you next week to learn about
- This line is good in that it is brief, however ...
- The moment you ask permission you identify yourself as being a person of lower stature.
- Better to use words that show you are directing the call rather than bending over backwards to please, such as, "Which works best for you this month or next, OK Tuesday the 12th or Tuesday the 19th?"

"How does this Friday at 1:10 pm or next Monday at 10:40 am sound? Which would you prefer?"
- You are getting warmer with this line
- Again, avoid asking permission and using passive statements such as "how does this sound?". You are a Top Dog calling a Top Dog make statements that direct the call and the prospect with respond accordingly.
- For example "I'm open Friday at 1:10 and Monday at 10:40 which works best for you?"

Tighten up your closing lines; use a few words that direct the call and position you as one Top Dog calling upon another.

One cautionary note: when you are ready to meet with Top Dog decision-makers do not be tempted to underestimate the power of these simple yet powerful adjustments to language. They speak volumes to high-level decision-makers.

Your thoughts?
Leslie Buterin (like butterin' bread)
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Cold Calling Scripts: Finishing Touches

2008-04-30T18:29:00.000-07:00

These last several weeks we have just barely begun to scratch the surface of all there is to say about cold calling scripts.

Even though the subject is much broader and deeper than there is room to adequately cover in Blog Posts, many of you let me know how much you have benefited from coverage of this topic ... for which I am glad.

Yours has been an unusual opportunity ... to see the actual words used by your colleagues, perhaps your competitors, during cold calls. We've looked at real-life examples of how sellers open cold calls; we have delved into the body of their cold calls; now we examine closing lines.

To get the most out of this post be sure to read the words below and venture to give your opinions via post to this Blog or via email and ... then, come back to the same place, at the same time next week for my closing comments on cold calling scripts.

Here is how the majority of sales professionals close their sales calls:

"Mr. Prospect, do you have your calendar handy? What day would be good for you, towards the beginning or end of the week?

Do mornings or afternoons work better for you?

Thanks again for the opportunity to meet with you and for taking the time to discuss how we may be able to .... If anything changes on your side or if you need to reschedule, please take down my phone number and e-mail address. Otherwise, I'll reconfirm this meeting with you on ....I'm looking forward to meeting with you on ... at ... Have a great day!"

"Can I set up some time with you next week to learn about ....?"

"How does this Friday at 1:10 pm or next Monday at 10:40 am sound? Which would you prefer?"

At the risk of sounding like a trite-but-true cliche ... nothing ventured, nothing gained! So, what are your thoughts about using these words to close cold calls with Top Dog prospects?

Leslie Buterin (like butterin' bread)

Cold Calling: Better Words. Better Understanding

2008-04-23T14:42:00.000-07:00

Thanks to Greg for the phrase "Better Words. Better Understanding," which is the subject of this post!

We've looked at several ways to open scripts, now we're talking about the body of cold calling scripts.

Scroll down to the April 9 posting to find the "body" of several of your colleagues scripts. You will see that they (as you most likely do as well) use words like those below to entice prospects into becoming agreeable to a face-to-face meeting:

We can maximize your up time and save you money ...
We can help you monitor and influence important issues so you aren't blindsided by the government ...
I estimate your spend is $28.2 million annually, let's get together to discuss 3 points ...

What's missing from these benefit statements is the specific impact the caller's business will have upon the prospect's business.

Think of yourself as the "Alpha" Top Dog in your industry talking with the Alpha Top Dog prospect. You know the kinds of challenges your prospect is running into because you see them up close and personal ... every day.

You know the top 3 major mistakes your prospect is most likely to make if they fail to use your product/service, because you hear horror stories from clients who wised they would have used you sooner!

You know where prospects will be short-sighted in their decision-making in your arena. You know where and how they will fail to see the positive impact your product/service has to offer.

So use your vast knowledge of your industry to create a killer impact statement that your prospects will not be able to resist!

How do you do this?

You killer impact statement must address one or more of the 3 areas of impact that top-dog decision-makers have interest in:
1. how to increase revenues
2. how to decrease expenses
3. how to mitigate risk

With the top 3 in mind let's revisit the words used by your colleagues during their cold calls.

We can maximize your up time and save you money ...

Now, figure out:
- How much in terms of revenues lost does downtime translate into?
- How much in terms of increased expenses does fixing downtime create?
- How much of a lead will competitors gain because of the risk-exposure of not dealing with down time immediately?

We can help you monitor and influence important issues so you aren't blindsided by the government ...

Now, figure out:
- How much in terms of revenues lost does being blindsided by the government create for your prospect's industry?
- How much in terms of increased expenses are created by prospects who try to tackle these issues on their own?
- What's the upside of your prospects using your services to mitigate risk of decisions being made by legislators?

I estimate your spend is $28.2 million annually. Let's get together to discuss 3 points

Now, figure out:
- How much in terms of revenues generated should your prospect expect per million of spend, spent with you?
- How much of a reduction in expenses will your clients receive on average by entrusting their spend to you?
- How much of increase in coverage and reduction of expenses should your prospect anticipate while reducing how much significant risk?

The better words you use to speak directly to your prospect's interests the better your prospect will understand what you are talking about.

Creating an impact statement is not for wimps. In fact we spend on average 3-5 hours of coaching time per client to craft a killer impact statement that promises to open previously closed doors as well as increase annual sales revenues by more than 50% ... not a bad return on a couple of hours of work!

Make sure your impact statement addresses one or more of the Top Dog's top three concerns. Better words. Better communication. Bigger commissions.

Post your thoughts here for better learning!

Here's THE buzz in the Sales Community Today

2008-04-22T04:29:00.000-07:00

It is worth taking a quick peek at all of the free goodies these guys have amassed to go along with the book ... well done ... well worth your time to click on the "learn more now link" and take a look-see.

Cold Calling Nuggets of Gold to be found in Scripts

2008-04-17T16:13:00.001-07:00

Scroll down to look at last week's post for excerpts from actual cold calling scripts.

Many of you sent private emails to me with your thoughts about those excerpts. Those thoughts echoed what was said by the person who made a post, "sounds like everybody is doing the same thing and no one really knows what to do."

Yep, that about sums it up.

Using a lot of words when you are face to face with a prospect is acceptable, even desirable. When you move to the phone, however, the impact of using a lot of words is entirely different.

When I interviewed executive assistants and executives alike they honestly wanted savvy sales pros to know that:

1) using too many words leave the listener feel body slammed, pushed up against the wall
2) when a caller uses too many words the listener "glazes over" and tunes you out
3) the listener has a hard time grasping the purpose of your call when you use too many words

Said another way, although your intention in using the words you use is to introduce yourself, establish legitimacy by stating the name of your company, and giving your prospects a "heads-up" about what your company does ... the unintentional impact is that your prospects feel body slammed, ignored, and unimportant.

That's one of several major points that I noticed about the scripts posted last week ... they use just too doggone many words.

So, how many words can you speak before you must, must, must engage your prospects in conversation? 10-15. That's not many.

How will you rethink your calls to get rid of the undesirable impact and to leverage the desirable outcome?

Share your thoughts with a post, those who participate always learn the most! More from me next week.

Leslie Buterin (like butterin' bread)

Cold Caller Who Used No Script Eaten Alive!

2008-04-09T16:23:00.000-07:00

Take a minute to read the post from last week and you'll understand the comments at a deeper level...

Every once in a while a talented sales pro starts thinking like this and we never hear from them again. Of course they aren't really eaten alive but they do feel chewed up, spit out, and left on the side of the road.

Don't let this happen to you!

Did you know the most scripted comedian is Robin Williams?

Sure he looks spontaneous when he rubs the head of a bald man in the audience, makes an outrageous comment and leaves the audience in stitches. But here is his secret ... he doesn't see a bald guy and come up with a funny quip. In the quiet of his office he works through funny bald jokes then when he is "live" he searches for a bald guy so he can use his funny material.

As a cold caller be sure to learn this important lesson from Robin, have a plan, THEN make your calls to Top Dog decision-makers.

Sure after make enough cold calls you'll start to feel as though you are unscripted because you will know the words to say, you will have built confidence in what you have to offer, and you will know your stuff inside and out ... but know this,throughout your calls you have created a plan in your mind,that only looks effortless. Make the mistake of calling Top Dog decision-makers without having a plan and they'll eat you alive.

In another post a sales pro said what's missing from the scripted opening lines we looked at 2 weeks ago is "the reason why" the gatekeeper should let you into the executive suites.

At that time we were only looking at opening lines ... now let's get into the body of the script. That's where "the reason why and the purpose of your call" are stated. Here are statements that are representative of those of you who jumped right in and sent your scripts my way:

"Based on our client's experiences, we're confident we can maximize your up time, handle your daily and weekly routines, as well as updates and all the many other technical needs too numerous to mention now. And save you money in the process. Our meeting will determine if this quality, cost-efficient, IT support program is right for you. Just 20 minutes is needed. What works well for you, timing-wise, to meet with our technical representative?"

"Mr. Prospect, I don't know whether or not you have a need or an interest in our services. But, with your permission I was hoping to ask you a few questions regarding strategy execution. I will be brief and all information will be held in the strictest of confidence. (Seller goes on to ask 10 questions then says ...) Let's get together for 20 minutes to see if there's an opportunity here. Do you have your calendar handy? What day would be good for you, towards the beginning or end of the week?"

"We may be able to help you monitor and influence important issues. We've spent 10 years helping organizations monitor and influence legislation important to them. As a result, our clients are able to focus on other areas of their business while we focus on making sure they aren't blindsided by the government. Can I set up some time with you next week to learn about the issues important to you and to see if we can work together to ease your burden of monitoring and influencing federal legislation?"

"We are a fortune 500 company that represents today's leading manufacturers and draw from this pool to develop and support the best possible solution to address your needs. We have helped countless organizations tap into their lost revenues they had. At first glance, I have projected your current spend at $28.2 million annually. What I would like to do is spend 20 minutes with you to (here 3 topics are listed) How does this Friday at 1:10 pm or next Monday at 10:40 sound? Which would you prefer?"

Now, let's hear your observations via a post or with your "Reply" to the email...what about these reasons why work ...what doesn't work ... ? As always after hearing from you, I'll post my thoughts.

Looking forward to hearing from you,

Leslie Buterin (like butterin' bread)

Cold Calling Scripts: What They Reveal

2008-04-03T17:15:00.000-07:00

Scroll down to last week to review the cold calling scripts and posted comments that we're discussing here.

Kudos to all who posted comments and to all who sent emails my way. Thanks in advance to all of you who post comments from now on! Discussion is where learning is revealed.

Some of you expressed discomfort with using a prospect's first name as an opening line.

This in and of itself is an IMPORTANT observation.

Why?

Because, what you feel throughout your call will be conveyed over the phone in the sound of your voice. What you feel about yourself, how you feel about calling this particular prospect, how you feel about the words you are using will all broadcast to the listener.

Think about it. If we were listening to audio clips on this post (not a bad idea) and all we recorded were different sellers saying, "Mary?" do you think you would be able to pick out the voices of those who were experiencing discomfort from those who were feeling comfortable using the prospect's (or gatekeeper's) first name? Absolutely you would ... no doubt about it.

Using a first name is ONE WAY to capture the attention of your prospect. You'll get positive attention if you are feeling comfortable, conversely, you'll get negative attention if you are feeling uncomfortable.

As a sales pro who makes cold calls the ideal mindset is for everything about you to clearly convey your sense of belonging, sense of being worthy to call high-level decision-makers, and the sense that you are THE expert in your arena as your prospect is in his/her arena. To anchor your position as "The Top Dog" in your field your thoughts, feelings, and words must be in sync. The prospect whom you are cold calling will make a mental determination as to where to "slot you" into their chain of command upon hearing the very first word out of your mouth.

Think about how your opening line does or does not engage the prospect, how it does or does not seem presumptuous, how it does or does not speak directly to the prospect.

Next week we'll examine the same opening lines for their impact upon the listener -- more about the desired impact and how you can get there!

In the meantime let me know your thoughts, what's your most significant insight about scripts so far?

Best,
Leslie Buterin (like butterin' bread)

Cold Calling Scripts and Opening Lines

2008-03-27T16:56:00.000-07:00

Last week your colleagues really answered the call!

I asked for anyone who was interested to send in cold calling scripts and we'd take a few weeks to study them on the blog.

Next thing I knew my Inbox was full of cold calling scripts from a variety of businesses. Big, BIG Kudos to all of you who responded. Putting "your stuff" out there for everyone to see can feel like risky business... but did you know taking that kind of risk is the very stuff that outrageous success is built upon? Well, it is ... and I want you to know that.

If you've been sitting on the fence, know that the answer is "Yes," you may still send in your cold call scripts if you want to get in on the fun ... and most profitable learning! We'll keep the scripts anonymous ... so you can focus on skill building rather than on how your words look in print.

After sorting the scripts into piles, I could see that opening lines of these scripts loosely clustered into seven groups ... that you will see in the "opening lines" listed below:

* Hello, this is Cold Caller with ABC Inc. based here in the area. We're in the business of helping companies maintain and monitor their widgets 24/7. Are you the person responsible for the performance of widgets?

* Hi, Mr. Prospect, my name is Cold Caller from widget Solutions. Did I catch you at a good time? Do you have a moment?

* Hi, Mr. Prospect I know you're busy, so I'll be brief. I'm calling you today because we specialize in "widget excellence" and as a follow-up to my letter to you whereby I indicated that if you were to run a "widget diagnostic & execution survey" you can benefit in three ways ....

* Hi, Mr. Prospect, this is Cold Caller, Chief Widget Master of The Supreme Widget Group We specialize in getting results for organizations before The Grand Poobahs. I'm calling because I did some research on your business and it seems you may be concerned about issues ...

* Good Day, Mr. Prospect, my name is Cold Caller and I am calling from "Widget Solutions". I am directly responsible for the success of the relationship between our two organizations ...

* Hi Mr. Prospect, my name is Cold Caller with Widget Associates. I was hoping you could help me out for a minute. I specialize in ..

* My name is Cold Caller and I am with Widget Associates. I'm not sure if it makes a lot of sense for you and me to talk in great detail. Maybe if I give you a 20-second abstract of what we do and then you tell me if it makes sense to talk further, are you OK with that?

OK, now, roll up your sleeves and let me know via post to the blog or your "reply" to the email ...

1) What do you like about these opening lines ...

2) What bothers you about these opening lines ...

3) How are they different from the one word opening line that highly successful cold callers use that's listed below ...

* Mary?

The more interaction the greater the learning ... so let us hear your thoughts!

Best,

Leslie Buterin (like butterin' bread)

Cold Calling Scripts: The Good, The Bad, & The Ugly

2008-03-19T16:31:00.001-07:00

The past week to ten days I have received dozens of questions about the best scripts, about dynamic scripts, and more about effective cold calling scripts.

You don't have to hit me in the head with a 2-by-4 to get my attention ... I got it ... you have questions -- lots of questions -- about scripts!

For the next couple of weeks I'll send you notices to visit this blog and join in on the conversations about scripts. We'll be breaking them down and building them up again all towards the goal of giving you confidence in your ability to dissect and build powerful scripts that fit your mood and need at the time of each cold call.

The plan is to start with scripts then move on to clever overturns to objections and snappy lines that put you in the right frame of mind to move through each cold call with ease.

Toward that goal will you be so kind as to forward your scripts to me. Just "reply" to the email that led you to this blog ... or post your script here ... as you see fit.

I am ready to go ... all that's missing is your script(s) ... so, send 'em in. Don't be shy now, your writing does not have to be perfect and I'll with-hold your name to protect the innocent :) I'll polish up the grammar and punctuation as needed for clarity -- just send those scripts!

Cold Calling: Conqering Cold Call Reluctance

2008-03-12T19:20:00.000-07:00

Recently a colleague in Canada invited me to talk with her people about how to conquer call reluctance.

Always eager to spread the good news about cold calling (that it can be done and quite profitably) I said "You bet!"

Then I got to thinking, if her people got to listen-in you should be able to as well, so in this week's post you are privy to our conversation! Grab a cuppa somethin' and a note pad ... this interview runs just about 60 minutes.

Best,

Leslie Buterin (like butterin' bread)

Cold Calling: Your Interest in Interviews w/ Sales Authors

2008-03-01T16:06:00.000-08:00

Last week after saying I read 3-5 business books a week, subscribers "replied" back saying they wish they had time to read more and sharing books they'd read or heard about recently that had a positive-profitable impact on their sales and cold calling.

Building upon the understanding that books are a cost effective way to access the best practices of top sellers, I couldn't help but wonder ... if you would have interest in listening in on calls I make to top sales experts about the books they write?

I make these kinds of calls frequently, as a matter of routine to keep my finger on the pulse of important topics to keep you informed of that'll point you in a profitable direction.

You could easily "listen in" on these calls -- at no cost -- via MP3 files on this blog.

Toward that goal would you take a quick minute to let me know:

1. What authors you want to listen to?
2. What questions you want for me to ask them ?
3. How much time in terms of minutes you have available to listen per MP3?
4. How frequently do want to listen-in on these kinds of audios?

Just "reply" to the email I sent or post your responses right here on the blog. Either way I'll get them and am quite interested in your thoughts.

In the meantime, here's a 7 minute MP3 by author Paul McCord and the questions answered in his new pre-publication book SuperStar Selling written by Paul McCord. Click on the arrow in the toolbar underneath the bookcover below to hear his thoughts.

Remember, Paul is one of The Top Sales Experts that I have been telling you about in recent emails. You can see Top Ten Sales Articles and our reviews of them at http://www.top10salesarticles.com/ and you will soon hear more about what we are up to on a world wide scale.

Leslie Buterin (like butterin' bread)

Cold Calling Konrath Interview

2008-03-01T15:06:00.000-08:00

The Foot in The Door Teleseminar starts Thursday and is being hosted by and begins with Jill Konrath of Selling to Big Companies and the Sales SheBang.

I interviewed Jill with my business partner, Peter, as a promotional piece for a product we created. I figure being able to listen to that interview will be a terrific way for you to get to know Jill before you attend the Teleseminar.

The interview is good, really good and gives insight to the thinking of top sales professionals. This audio lasts 35 + minutes so grab a cuppa coffee, a note pad, and get ready for Jill's important perspective.

Yes, you can still get in on the Foot in The Door Series ... just click on the "snip" link(s) below ... and yes, mp3 files will be made available to each person who signs up for the series. So many of you had that question from an email sent last week I thought I'd answer it here!

http://snipurl.com/20k9e [www_sellingtobigcompanies_com]

http://snipurl.com/20k9e [www_sellingtobigcompanies_com]

Cold Calling Expert/Authors Direct You to Profits

2008-03-01T10:42:00.000-08:00

Cold Calling: "Foot In the Door" Teleseries

2008-02-27T17:06:00.001-08:00

The number one question asked by our subscribers is, "How do you get past those pesky gatekeepers?"

That one question has many parts to it as you and your colleagues let us know a short while back as participants in an online survey.

Now, in the matter of a few short weeks you will be privy to the answers to that multi-faceted question as three of my colleagues and I attack that question from many, many, angles.

Find out more about the depth and breadth of solutions that will be presented as you click on the link below:

http://snipurl.com/20k9e [www_sellingtobigcompanies_com]

Cold Calling and Other Important Sales Books

2008-02-19T15:12:00.000-08:00

Thank you Alan for being the one to ask me most recently, "What books should I read in 2008?"

A while back I surveyed sales professionals and learned that most of your colleagues read on average one book per year ... and that is if and only if the company they work for buys the book and insists that it be read.

My colleagues are avid readers and have a voracious appetite for business books - and read at least 5 books per month. Now, that my brain is coming back from being infected with Lyme I find that I read somewhere between 3-5 books per week. Perhaps, I am making up for lost time.

One of my mentors told me books are like good friends. As you read, elaborate on that thought. Think about books as a terrific way to receive one-on-one time with the author. If the author's words resonate with you, open your eyes to possibilities and "ah-ha" moments then read as many of that author's books as you can get your hands on.

The goal is to learn how to think the way that author thinks. You don't have to "own" each of the writer's thoughts but do learn how that person thinks. Then, when you want their counsel there words will serve you well as their perspective becomes one that you can use to evaluate your decision making.

Here are a few books for you to consider adding to your library:

The Accidental Salesperson written by Chris Lytle. Chris recently interviewed me for thoughts on cold calling. During the call ,we shared ideas and we both left the call having learned something. I like his style, his thoughtful questioning, and the business concept that he and his wife have put into action. If you like his book be sure to check out their website for ongoing online sales training.

SuperStar Selling written by Paul McCord. Paul is one of The Top Sales Experts that I have been telling you about in recent emails. You can see Top Ten Sales Articles and our reviews of them at http://www.top10salesarticles.com/ and you will soon hear more about what we are up to on a world wide scale.

As for now Paul's latest book, "SuperStar Selling: 12 Keys to Becoming a Sales SuperStar "has just hit Amazon as a pre-release offering although it officially launches on March 11th.

Nevertheless, the book can be ordered right now. They won't charge a credit card until the book is actually in stock and ready to ship. The best part is that if you order as a pre-release offering, you'll get a 5% discount. Then when the book is in stock, if they are offering a discount off cover price ($16.95), you'll get the discounted price PLUS the extra 5%.

Bankruptcy-1995 written by Harry Figgie. This important volume deals with economic conditions and equips the reader in easy-to-understand language to "see" the world of money through the eyes of an executive. I believe this perspective will become increasingly important in the months and years to come. Mr. Figgie's book on Hyperinflation (that I could only find through the public library system) has an excellent discussion of the changing roles of marketing and sales professionals. Learn these perspectives and you will have a big, Big, BIG advantage over your colleagues as you will be far better equipped to speak to the needs of "Top Dog" decision makers.

Don't let the low prices of this book fool you. This is heady stuff that I primarily discuss during coaching calls with clients. If enough subscribers show interest in this topic I will be glad to write articles just for you toward the goal of preparing you for "selling" in a recessionary and hyperinflationary economy.

Secrets to Scheduling the Executive-Level Sales Call written by yours truly, Leslie Buterin. I about choked when I saw what this volume was selling for on Amazon. If I were you I'd buy directly from here ... we're less than 1/2 of the going price on the web. You can just order the book from http://www.coldcallingexecutives.com

On a final note if you are interested in a Book Club of sorts let me know. We could "meet" once a month online and discuss sales books. Hearing what others learn by reading the same material brings a whole new level of learning.

Well, I've about written another book myself in this post :) as always, wishing you the best,
Leslie Buterin (like butterin' bread)

Cold Calling: Health, Wealth, and Love and Time to Enjoy Them

2008-02-18T11:27:00.001-08:00

Every Thursday of 2008 I plan to be in touch with you via email or phone. Some weeks, like this one, I will be sending you more than one email because there are lots of questions I want to answer for you.

This year I made a significant strategic decision. This may be the year for you to do the same.

As for me, I decided to quit focusing on getting more subscribers from the Internet community at large and to begin focusing all of my attention on you, the rest of our current subscribers, and clients.

Even though my board members' continue to advise me to market for more, more, and more subscribers, I say "no" because during strategic planning sessions I had an epiphany of sorts.

I acknowledged that what fuels my soul, what gets me out of bed in the morning and ready to live life with gusto is the privilege of walking deeply ... one-on-one with my clients; the thrill that comes with pouring the best of me into each of you; and the joy that comes with hearing about your resulting successes.

What's happened since I implemented this decision January 1 of this year?

The number of our subscribers has quadrupled as subscribers forward our emails and articles to colleagues... and let others know about our http://www.coldcallingexecutives.com/ and http://www.thetopdog.com/ websites. Now, I am get to work with more terrific people just like you!
More of our subscribers are taking the plunge and inviting me to coach them through the challenging waters of cold calling; maintaining regular contact with you via email is a welcome reminder that there is someone out there (those of us at Top Dog Consulting) who is on your side and wants to you experience over-the-top success.
More of our clients are asking advice in other areas of life ... how to deal with the changes brought on by the economy, investments, and health. As we walk deeply through problem solving, together, our clients honor me as a trusted resource. I will do everything I can to maintain and build upon that trust.

Although I do not profess to be an expert in these areas outside of cold calling, I am glad to talk in-depth about what I have learned throughout many adventures in life. My encounters and relationship with sales professionals and business leaders from around the world offers a unique perspective that equips you well to deal with changes in the market place.

Now and again you'll receive some "off topic"; non-cold calling related writings from me ... like you'll see this week. Why? Because these "off topic" questions are being asked frequently by subscribers and clients. For every one of you who asks a question, I know there are at least 100 of you who have the same question but just haven't yet asked for answers.

Today, I'll pass on a most excellent health resource where you will find more about the physician who helped me get my life back from Lyme disease; and has done the same for others with Fibromyalgia, Chronic Fatigue Syndrome, Multiple Sclerosis, Alzheimer's and more.

Find a list of other diseases this doctor helps people get through when you download the free ebook from http://www.thelymelady.com/

Find out how to contact this physician at http://www.healthcentersofamerica.com/ (big, Big, BIG, thanks Maria for being the most recent one to ask me for this info!)

Tomorrow I'll answer the frequently asked question , "What books should I be reading this year?"

The next day, Thursday a quick survey will be coming your way -- some terrific solutions are coming together that'll answer the number one cold calling question. Your input will give me what I need to provide the finishing touches.

More soon, until then, think about what your clients receive that is uniquely yours to give. Then ask yourself, based on the answer is a change is sales strategy warranted in how you conduct business?

Leslie Buterin (like butterin' bread)

Cold Calling: Upcoming Foot in the Door Series

2008-02-06T16:51:00.000-08:00

A while back I sent you a "Save -These-Dates" reminder with a promise to fill you in on the details in upcoming emails. Well, that time is now and boy howdy are you in for a treat.

As you well know, if you can't set up a meeting with a corporate decision maker, you can't sell anything. It's that simple. That's why my friend and colleague, Jill Konrath, has invited sales and lead generation strategists to share their best foot-in-the-door strategies in an upcoming teleseminar series.

Over the next few weeks I'll "introduce" you to her guests and fill you in on their particular areas of expertise as well as the questions they will answer during their time with you.

That'll whet your appetite for more, then, on February 28 be ready to click on the "enroll now" link to reserve your seat. You will not want to miss out on all of the tips, tools, and techniques that will be shared all for the purpose of, well, getting your foot in the door!

Be sure to mark the dates and times of these upcoming Teleseminars in your calendar:
March 6; March 20; April 3; and April 17. The time to block out is 1:00 to 2:00 CST.

Here are teasers as to what you can look forward to -- more details to follow in next Thursday's email:

March 6: You will be able to interact with Jill as she reveals her secrets for "Cracking Into Corporate Accounts". She is particularly gifted at doing this and will tell you what you must do to get your foot in the door.

March 20: I am the one on the hotseat as Jill grills me for "The Golden Keys to the Gatekeeper - strategies to get into the executive suites.

April 3: You will hear from one of the fine men who attended the Sales Shebang last November, Craig Elias, who will fill you in on "Leveraging Trigger Events to Get Your Foot In the Door.

April 7: Marguerite Mcleod-Fleming, a new friend and colleague from Canada, will speak to the "Voice of Experience - Developing Instant Credibility and Contagious Confidence on the Phone!" She has been studying with a voice coach and what Marguerite has discovered will astound you as it has me.

More next week,
Leslie

Cold Calling: You Can Avoid THE Worst Cold Call Mistake

2008-01-21T14:02:00.000-08:00

Sales pros frequently ask, “What’s the #1 change I need to make, as I prospect by phone instead of face-to-face?”

Here’s the emotional truth behind this seemingly innocent question …

Most sales pros confess they’d rather have their toenails pulled out with pliers than cold call prospects by phone. Took me a couple of years to figure out for myself why my stomach knotted up into a queasy ball every time I glanced at that gray lump of plastic on my desk and thought about dialing-for-dollars.

How do you make sense of it? You’re bigger than the phone, smarter than the phone. So, how can a talented sales professional be totally paralyzed by the thought of using the darned thing to prospect?

Here’s what I finally figured out... (click here for the whole article)

http://snipurl.com/1xxx9

PS. Check your Inbox first thing on Thursday January 31 for a very special offer!

Cold Calling: Gitomer, Konrath, & Free Resource

2008-01-13T16:57:00.000-08:00

When Jeffrey Gitomer of Sales Caffeine was in my hometown of Kansas City, he smiled slyly as he said to me "Broads hate it when you call 'em 'chicks' but I've gotta tell you ... you chicks have got to get visibility ... no one knows about good, female sales trainers. Get your butts out there!"

Jill Konrath came to the same conclusion. Puzzled by the lack of balance in male and female representation among sales trainers, consultants and authors; and faced with the fact that the "guys" make the top 10 slots of Amazons sales authors and are the ones to get press coverage (even though more than 40% of the sales force is female and 40% of experts are female) Konrath purposed to make sure the world knows about the "gals" in the marvelous world of sales.

Toward that goal, last Fall Jill hosted a big to-do in Minneapolis - an historic event, entitled "The Sales SheBang". She put the spotlight on women sales speakers, trainers, coaches, and business owners. Although the majority of the audience was female, there were some amazing men in attendance as well.

As one of the featured speakers, I expected to give more than I received. I sure was surprised to walk away knowing I had received more than I could ever possibly give back. One delightful surprise was the opportunity to build friendship and mutual respect with Jill Konrath, founder and CEO of Selling to Big Companies ... and her daughter Katie, who calls herself "Chief Sales Daughter".

Katie does an "over the top job" of maintaining Jill's blog. If you are like me you will find it to be a source of valuable content presented in an easy to read, enjoyable format.

Jill is making big, BIG waves in the world of sales with domestic and international impact. Now, you can easily stay plugged in by seeing her contributions first hand at:

http://sellingtobigcompanies.blogs.com/

P.S. I'll tell you more as things start to gel, but in the meantime be sure to save these dates, Thursdays at 1:00 PM CST:

March 6, 2008
March 20, 2008
April 3, 2008
April 17, 2008

Cold Calling Shocker! WHO Is Your Best Ally?

2008-01-09T17:35:00.000-08:00

Plans are in the making for an in depth teleseminar series that address the subject of Gatekeepers from four different angles. More about that in upcoming emails. In the meantime here are the first couple of paragraphs of a recent article entitled "Cold Calling Shocker! WHO Is Your Best Ally?" ... follow the link to read the whole thing:

Unbelievable! Turns out the very person sales professionals dread talking to on the phone is not to be dreaded at all.

That’s right, the affectionately referred to gatekeeper, bull dog, mean-spirited witch on the other end of the phone … in polite terms referred to as ... read the rest here ...

http://snipurl.com/1x1bs

Cold Calling: One-Stop Resource for Sales Articles

2008-01-04T11:23:00.000-08:00

A quick note ...

If keeping up-to-date on sales articles gobbles up as much of your time as it does mine, this free resource will be helpful to you.

The site was started by my colleague, Jonathan Farrington, who lives in Paris and Cape Town. You'll see he has organized a team of experts from around the world who review articles from a multitude of sources and rank them for you to read. Read the list of experts for names you recognize (including mine) and names of other people who you'll want to get to know.

If you are crazy busy like most sellers than this resource will be helpful to you.

The convenience is what appeals to me. It provides a single location where time-strapped sales leaders, sales professionals and publishers can locate the top sales articles published EVERY WEEK. How helpful is that!

Check it out when you click here:
http://www.top10salesarticles.com

P.S.
If you haven't done this yet, be sure to look on the right side of the Articles site where you'll see you can still get a copy of the Christmas Ebook for free. A publisher will be including this in a hardback book sometime soon ... so you'll want to jump on this while it doesn't cost you anything!

http://www.top10salesarticles.com