CONTROL & Cold Calling Success..Guaranteed

by kirbymarketingconcierge

Posted: 12 years ago 16 replies

OFFLINE MARKETING

I am not a writer, not good with content.

this will be to help, on a subject I haven't seen here, and all opinions are welcome.

My hope is newbies can leverage the dialogue that suits them.

I underlined what I believe.
[Define Belief = what a person's experience + information, fells right in total]

I could be wrong.

1. If you don't control the conversation you will lose some deals.

2. You have sales scripts or sales points and good questions to control where you want to go and based on what you repetitively hear
( the prospect dosen't ... and has Templated responses to get control - i have a partner, send me something, call me back, have to think about it, etc..)

as the sales adage goes ( that we all know ) : " 1 party will make a sale in a selling situation "

3. When you let control go, you are telling them (sub-consciously).....
the Value of : who you are, what your about, the value of your time, and what you offer!!!
- Are you decreasing or increasing Value?

4. Control is not a stereotypical ( I will harm you )

it is a good thing, to not waste, your time or theirs

tell me where I'm wrong?
what did I leave out?

go ahead, you can be negative, I'm a biz. person like you, I'm a big boy, no is ok...
but if we offer solutions with responses ....you, me,... and all of us we'll be better off
(couldn't resist this "controlling statement" - and I don't think it's a bad thing

#calling #cold #control #successguaranteed

Jason Kanigan

12 years ago

This is why a consistent sales process is so important.

If you don't know where you are, you don't know what is going on or what will happen next.

The key is to stay ahead of your prospect, and let them feel they're the ones getting there.

Thanks
1 reply

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kirbymarketingconcierge

12 years ago

Originally Posted by Jason Kanigan

good point

so would you say, for a newbie.

have a consistent response to the common "objections, put offs, and delays" and can at least see their effects and then adapt to what will happen next...?

Thanks
1 reply

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Jason Kanigan

12 years ago

This is one approach, the features & benefits approach. Very good for transactional sales.

An alternative is the consultative approach, which seeks to uncover urgent, emotionally-driven reasons of why someone would want to work with you.

Both have processes, but most people "fly by the seat of their pants" and don't know why they win some sales and lose others.

Originally Posted by kirbymarketingconcierge

good point

so would you say, for a newbie.

have a consistent response to the common "objections, put offs, and delays" and can at least see their effects and then adapt to what will happen next...?

Thanks

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PsycFa

12 years ago

Hmmm interesting topic.. thank you for putting this thread up. It will be a very long thread if i start talking in details.

There is no a sales person; no matter how expert he is or "guru" in selling that can guarantee that he was never turn down in his cold calling ventures. This comes with the job; as there are so many variables that will be playing against you during that specific period. But there are ways that you can minimize all these variables but it is impossible to get rid of them completely.

I'll try to go in order to make sure you guys have the bigger picture. There is no science about cold calling; if anyone told you so then he is mistakenly passing you his own misconception.

Cold calling is basically calling a complete stranger and offering them your services. Thus the chances of being rejected is very high but if done using some strategical approach; you can easily reduce the rejection rate considerably.

FIRST THING:

You need to make sure that you know what you are selling very well; do not setup a plr and try to cold call and get people to it when you do not even know that topic you are selling them very well. Knowing what you are selling makes you more comfortable. If you are planning to sell mobile websites; make sure you well know the reasons and benefits behind selling mobile websites. Do not just go and say "mobile phones users are on rise and you need to get a mobile website to accommodate them". Even though it makes sense to you; it won't to the owner.. So make sure you are able to explain to them A-Z without stuttering etc..

SECOND THING:

Majority of people out there; they see a company banner somewhere online, check if it got mobile version and try to ring and call them. Hell No!! First get to know the client; do a small survey about its presence; social outlets - how many fans, level of interaction etc.. The owner might consider you as a stranger but you must not consider him as one but rather someone who has a business you are quite familiar with. Knowing all these details pen down in front of you help to reduce "lapse of silence".

THIRD THING:

Try to get inside the mind of the owner and ask yourself questions he might be asking. If you are focusing on mobile website, you will get several common questions from owners; so take them; refine and fine tune your answer for that. Also create several scenarios that call "switch and hook". Basically if the owner is not into buying your product; you switch to another sensible aspect of its business and try to sell him on that part... I can go in more details but it will be too long.

FOURTH THING:

If objections, put offs, and delays occur; you need to know how to handle it. It is all about the tones the owner is speaking to you; I don't know how to explain but it comes naturally as you can detect if he is bullshitting you or he is sincere.. If he is bullshitting; use the approach of competitors' leverage. If he is sincere, try to find a payment plan if he is out of money or if he is busy right now; set an appointment in the future. But you need to know what options you have to offer him; that is why you need to brainstorm before even starting.

These are some ways you can reduce the variables that affect you during cold calling.

I think i will write a more elaborate post on that as i believe it is quite interesting and is very demanding.

Thanks
1 reply

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kenmichaels

12 years ago

Originally Posted by PsycFa

There is no science about cold calling

A lot of what you said was decent. Not great, but decent and probably a bit
helpful to the utter newbie.

However the bold line above is just ridiculous.

Of course there is a science, to all types of sales, including cold calling.

Just because you don't know it, doesn't make it so.

@ Kirby, yes, control is a huge factor in sales, if you don't have a clear cut
direction, you have no control.( i.e a script , common rebuttals ect )

However it has nothing to do with respect.

Look at it this way, if your driving a car somewhere, and your just making random turns
how are you ever going to get to your destination? Your not , its impossible.

When you drive some where, you usually take the path of least resistance,
one you have traveled 100's if not 1000's of times, ( like using the same pitch over and over )
the one with the fewest stop lights (objections ), least amount of traffic (pitching to someone
you know has a need / desire for what your selling ) ... you get the idea.

You are in control, the moment you get behind the wheel

Same with sales. Period. No control, no final destination.

Thanks
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kirbymarketingconcierge

12 years ago

so if someone says " send me some information "

how do you get keep control and earn respect????

cold calling is a science and an art?????

I don't think this is for the newbie, but the Warrior on the phone is responding to the above resistence (objection)

then following up ..playing phone tag and hearing the next objection
"i got it, but haven't read it yet..."

Thanks
1 reply

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kenmichaels

12 years ago

Originally Posted by kirbymarketingconcierge

so if someone says " send me some information "

Originally Posted by kirbymarketingconcierge

then following up ..playing phone tag and hearing the next objection
"i got it, but haven't read it yet..."

The way i handle that is simple. I don't send anybody anything, ever, for any reason
( unless of course they have paid me )

The teeny tiny amount of people that will actually do something after reading
is a waste of time for me, a real time bandit.

after all the call backs, time to send, proof ect.

its just easier and faster to make new money, by never chasing old / fake money

Of course, that holds true for MY business model, it might be worth it to others.
Just not to me, nor do i allow the reps to do it. I am after all paying the phone bill.

---

Originally Posted by kirbymarketingconcierge

cold calling is a science and an art?????

I missed that one,

The short answer is its both.

P.S. You may think my remark about that post was harsh, i have a reason for it,
i will find out if i am correct in a day or so.

----
Edit
----

I forgot to mention, in the beginning of the sales process you need to get
a commitment about getting started TODAY.

If they are asking from more info, then a tie down was never used,
or it was weak.

[ 1 ] Thanks
2 replies

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kirbymarketingconcierge 12 years ago

good stuff ken.

hope it helps people.

Ken is Harsh? not in a bad way.

you are a Warrior
- Thanks
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Claude Whitacre

12 years ago

Originally Posted by kenmichaels

Understanding WHY they are asking for you to send information is KEY.

Send me more information , is a blow off, a side step, a way to get you
to go away. Upwards of 90% of the time it is nothing more.

A dead nuts simple way to find out, and regain control, is to say something
along the lines of,

Sure, i can send you information, but whats the point? There is nothing in
the literature that I cannot explain. And BOB, really, do you think we are
going to send you anything BAD about ourselves ? of course not.

Its going to be a glorified commercial.

Bob, you are either trying to be polite and blow me off, or you really
have questions, because i missed something important ...

which is it.

----

The way i handle that is simple. I don't send anybody anything, ever, for any reason
( unless of course they have paid me )

The teeny tiny amount of people that will actually do something after reading
is a waste of time for me, a real time bandit.

after all the call backs, time to send, proof ect.

its just easier and faster to make new money, by never chasing old / fake money

Of course, that holds true for MY business model, it might be worth it to others.
Just not to me, nor do i allow the reps to do it. I am after all paying the phone bill.

---

I missed that one,

The short answer is its both.

P.S. You may think my remark about that post was harsh, i have a reason for it,
i will find out if i am correct in a day or so.

----
Edit
----

I forgot to mention, in the beginning of the sales process you need to get
a commitment about getting started TODAY.

If they are asking from more info, then a tie down was never used,
or it was weak.

Ken; Good answers, and it's obvious you speak from experience.
I think you might like this;
When someone says to me "Can you just send me information?"
I say "Sure. What question would you hope the information answers?"
And I'm back in the game.

Of course, 99% of the time the non-client is being polite and isn't really interested. But the answer they give to my question tells me quickly if this is the case.

Yeah, I won't send anything either. I send a lot after they say Yes, but to keep the sale intact.

Your idea about getting a commitment up front to make a decision is one I used for several years. I tested the result, and my closing % was about the same either way. I think it's because, at the end of the interview, if they don't want what I have...they still just don't want to say "No". So they will still say "I'll let you know" or "Send Me something".

But most of my selling is in person, so the results may be different from your experience.

[ 2 ] Thanks
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kirbymarketingconcierge 12 years ago

"send me information"

No. I don't send junk or spam email.
Besides you could just be being polite.

I like to know were not wasting time ..Yours or Mine!

(then your open to all kinds of Tie Downs) - IMO

Examples :

- Based on what we discussed what got your attention?
- What stood the most?
- Do you seriously want to know about how (WIFT) or just pulling my leg????
- We have a great way to (WIFT), BUT maybe it's not a good fit. would it be best to pass on this? No is OK.

getting control, respect, and talking business .....all in a friendly, nice way...goes far.

no Control, NO sale. No Control, wastes time.

IMO.
I could be wrong.
I do consultative, take away selling
- Thanks
- 1 reply
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- kenmichaels 12 years ago
  
  Originally Posted by kirbymarketingconcierge
  
  getting control, respect, and talking business
  
  You keep mentioning respect.
  
  What exactly do you mean by that?
  
  Thanks
  
  1 reply
  
  Signature
  
  Selling Ain't for Sissies!
  
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  kirbymarketingconcierge 12 years ago
  
  Originally Posted by kenmichaels
  
  You keep mentioning respect.
  
  What exactly do you mean by that?
  
  I thought you were making a distinction here
  
  from Ken,
  
  "@ Kirby, yes, control is a huge factor in sales, if you don't have a clear cut
  direction, you have no control.( i.e a script , common rebuttals ect )
  
  However it has nothing to do with respect. "
  
  [Edit]
  
  just got called out for being weird on some posts on another thread.
  
  they might be right.
  
  sick and had a nasty injury (not bad, I'll recover. medicated and laid up) thinking I will drop off the forum awhile or just edit, then re-edit, before a respond.
  
  sorry for any incoherence.
  
  Thanks
  
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azurews

12 years ago

I get all this in my head, then get in a meeting or on the phone and it all just flies out the window. I guess it's just going to take practice and I will just have to keep messing it up until I finally get it right. Still frustrating.

Thanks
1 reply

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bumkeun

12 years ago

Originally Posted by azurews

You are far ahead of everyone who is NOT trying.

Thanks
1 reply

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Sue Bruce

12 years ago

Of course, controlling the conversation is the only way to manage time within the sales process and actually get the sale.

Some clients excel at turning a question into a tale about Uncle Joe, the guy down the street, and their sister's neighbour.

Definately decreasing value if you let them control the process. Why? You lose respect.

With respect to your first point, I would say, if you don't control the conversaation you will lose many deals.

Sue

[ 1 ] Thanks
1 reply

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kirbymarketingconcierge

12 years ago

Originally Posted by Sue Bruce

I made this thread after seeing some posts on how to handle "send me something" responses from prospects.

when you send something with no Advancement of the process for a Yes Or No, your sending them the Control as well.

Thanks

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CONTROL & Cold Calling Success..Guaranteed

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