The Cold Calling Equation: Problem Solved
Cold calling is a blood sport. Sales professionals hate making cold calls and customers despise receiving them. Yet those who can rise above the competition and master cold-calling will find themselves closing deals, hitting targets, and positively improving their lives on both professional and personal levels.
Powerful, practical, and logical, The Cold Calling Equation: Problem Solved teaches cold calling as a skill that anyone who exerts the effort can perfect. Readers can see immediate results from tactics that are spelled out in the book’s first pages. It takes the intimidation out of calling a complete stranger and teaches a person with any level of education and experience how to make human connections and find opportunities to grow their business.
Upending conventional wisdom, the author reveals that hard work and effort don’t always result in successful cold calls. What works is when a caller learns how to succinctly state their company’s value to another business. Forget selling the features. Cold callers need to show how their product will make a client’s company run faster, smoother, and harder. The reader can formulate their own attack using the concepts and tools that are cleanly explained throughout the book.
The Cold Calling Equation: Problem Solved is a book based on real-world scenarios and developed by Michael Halper who has thirteen years experience in cold calling. An energetic sales coach, he runs a telesales operation for other businesses and manages a team of callers.
The book takes the reader, chapter by chapter, through the other stumbling blocks of cold calling and shows the salesperson how to clear these hurdles. He also demonstrates how to build target lists and scripts, deal with objections, find opportunities, build both rapport and interest, and more.
The psychological state of the cold caller is taken into account as well. The book gives solid strategies for overcoming anxiety and breaks down the pernicious myth that all cold callers are born rather than made. Salespeople don’t have to be extroverts or the life of the party. In fact, it’s the ability to listen rather than the gift of gab that makes someone successful at business-to-business selling.
Turning the tables on the seller, The Cold Calling Equation: Problem Solved also demonstrates that not every lead is worth pursuing. In a powerful section on qualifying, Halper shows the salesperson how to quickly screen prospects through incisive questions. It’s a tactic that makes the phone call more controversial and gets the prospect talking. Cold callers will also learn how to manage gatekeepers, turning their enemies into allies who go from blocking to opening up and pointing in the right direction.
This helpful guide shows callers how to navigate objections, those challenging phrases that prospects use to get off the phone. Whether it is “I do not have time right now” or “We are not interested,” Halper will show you why prospects use objections and how cold callers can get around them. Even a reader with zero sales skills and no practical experience can read this book and learn how to utilize their phone and make it into a powerful sales tool. It will move the novice cold caller from frustration and failure to control and success.
prospect fits across the four qualified prospect characteristics: Need to purchase Authority to purchase Ability to purchase Intent to purchase 1. Need to purchase Once you get some formal time to meet with the prospect, try to dig deeper to really identify if the prospect has a true needs for what you have or if it is more of a “want”. Here are some questions that you can ask to assess the prospect’s need to purchase: “What happens if you do not make this purchase?” “What
result in traffic violations and accidents. Personal pain: Operating the vehicle with unreliable information could make it unsafe, and this could potentially lead to physical injury. This is a very common pain symptom in the business world, as both people and automated systems sometimes make errors. Errors can have a severe impact on a business and can not only result in increased cost or lost revenue, but can also lead to legal implications with fines and lawsuits. At a personal level,
trying to get him on your side. And one way to do this is by modifying your tonality to sound a bit lost and curious. This can be a tone that expresses that you don’t know exactly whom you need to talk to and that you could use help being pointed in the right direction. One way to sound curious and in need of help is to use a tone and inflection that adds a question mark to sentences that aren’t questions. The following is an example of turning very direct statement into more of a question,
not call back, but after she hears this type of message she might know a little more about you when she receives future emails or phone calls from you. You can use this same logic when receiving voicemail boxes beyond the cold call stage of the sales cycle as you can use the message to educate the prospect on why you are calling and where you are in the sales process. For example, you can leave a message that summarizes why you are calling back, what occurred during your last discussion, what
person perceives that her products match up against the competition. This statement does not tell the prospect the benefits he stands to gain by doing business with the company that sales person represents. A prospect who receives a cold call and is currently not looking to make a purchase will likely not care that the company calling them is a global company and that it may have the best product on the market. Too Focused on Products and Features Another pitfall that may occur with value