Where to learn Cold Calling?

59 replies
Anyone have tips on where to learn cold calling? A course, book or blog? Preferably something that's about solving needs instead of selling units. I know people like Ari Galper. Anything else?

Thanks!
Mike
#calling #cold #learn
  • Profile picture of the author E. Brian Rose
    Originally Posted by mpeters7 View Post

    Anyone have tips on where to learn cold calling? A course, book or blog? Preferably something that's about solving needs instead of selling units. I know people like Ari Galper. Anything else?

    Thanks!
    Mike
    Every good salesperson should make you need what they are selling, so, therefore, every sales call should be about solving needs.
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    • Profile picture of the author TheMagicShow
      Originally Posted by E. Brian Rose View Post

      Every good salesperson should make you need what they are selling, so, therefore, every sales call should be about solving needs.
      Ain't that the damn....truth!!!
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      " You can either give a man a fish and feed him for a day OR teach him how to catch a fish and it will feed him for a lifetime"

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  • Profile picture of the author mpeters7
    Thanks. I'm already there in terms of solving a need, I'm just looking for some tips in terms of not making the opening lines awkward and getting past the gatekeepers. Strategies in terms of phrasing and scripts.
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    • Profile picture of the author T.R. McCarroll
      Originally Posted by mpeters7 View Post

      Thanks. I'm already there in terms of solving a need, I'm just looking for some tips in terms of not making the opening lines awkward and getting past the gatekeepers. Strategies in terms of phrasing and scripts.
      Mike,

      Jaime aka GoGetta has an ebook out on cold calling.

      TR
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    • Profile picture of the author Daniel Brock
      Originally Posted by mpeters7 View Post

      Thanks. I'm already there in terms of solving a need, I'm just looking for some tips in terms of not making the opening lines awkward and getting past the gatekeepers. Strategies in terms of phrasing and scripts.
      I don't know anything about cold calling, but I used to work at this bar for a couple months and they would constantly get telemarketers.

      What keyed me off most of the time was when they were really formal - 'Is Johnathan Mahogineim there?' [name of bar owner - fake for example only]

      But everyone who called and acted like they knew the place and said like 'hey yeah is john there?' or 'put me through to john please'

      90% of the time they got through.

      Again, no expert on this.

      I think a lot of it comes down to raw selling experience though...
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      • Profile picture of the author Paul Myers
        Art Sobczak, at BusinessByPhone.Inc

        No connection except as a subscriber. Dude's good.


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        • Profile picture of the author TommyBussey
          Originally Posted by scrofford View Post

          Experience is the best teacher.
          Absolutely. Experience will get you going.

          Originally Posted by Daniel Brock View Post

          But everyone who called and acted like they knew the place and said like 'hey yeah is john there?' or 'put me through to john please'
          Daniel is right on with this.

          Before I went full-time online, I worked in sales for a company called United Franchise Group (they own 2 of the largest franchises in their respective industries).

          And the best "sales" I had were when I just had conversations with people. Find out as much as you can before the call, then relax and be real. Obviously there is a lot of psychological factoring when it comes to selling, more than just solving needs, but quenching desires.

          I don't claim to be an expert at this type of sales, but I just thought I'd give you a few of my thoughts.

          Also, if you want some reading material, you need to check out Brian Tracy, he's the real deal. "Advanced Selling Strategies" is phenomenal.

          Good luck Mike!



          Live with passion,

          Tommy Bussey
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  • Profile picture of the author scrofford
    There are some good books out there that could help you. The other thing is to go work for some kind of telemarketing company that does fund raising. Experience is the best teacher.
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  • Profile picture of the author E. Brian Rose
    What are you selling and who are you cold calling? I can get past any gatekeeper... except for the one in Ghostbusters.
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  • Profile picture of the author Carlsbadd
    If you really want to learn how to telemarket go to work in your spare time and learn in the trenches. You can really make good money in just a few hours at night with the right company.

    PM me if you want some more information.
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  • Profile picture of the author RCormacko
    I agree you should get a part-time job selling Sky TV or something. When you're in, you will have no choice but to make the calls and being forced into the situation will give you practice and confidence. I had a job for a while, trying to get people to go to a presentation about a holiday company. I did quite well, but quit when I feared for my soul.
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    • Profile picture of the author mpeters7
      Originally Posted by RCormacko View Post

      I did quite well, but quit when I feared for my soul.
      Fearing for my soul is a concern of mine, too. Despite my confidence in the product, just the act of telemarketing I think can sometimes earn you a special place in hell. That's why I'd like to learn how to do it respectfully.
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      • Profile picture of the author tryinhere
        Originally Posted by mpeters7 View Post

        Fearing for my soul is a concern of mine, too. Despite my confidence in the product, just the act of telemarketing I think can sometimes earn you a special place in hell. That's why I'd like to learn how to do it respectfully.
        ? real life will be your best teacher, ? learn how to be respectful ?
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      • Profile picture of the author scrofford
        Originally Posted by mpeters7 View Post

        Fearing for my soul is a concern of mine, too. Despite my confidence in the product, just the act of telemarketing I think can sometimes earn you a special place in hell. That's why I'd like to learn how to do it respectfully.
        It can be done "respectfully", but " a special place in hell?" I know people including myself who have made an excellent living "respectfully" cold calling and telemarketing. I think that's pretty funny dude!
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  • Profile picture of the author TyBrown
    Spin Selling taught me a lot about sales.

    This was also a good free audio-
    Cold Calling Techniques
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    • Profile picture of the author JeffMitchell
      I highly suggest you swing over to Todd Falcones Blog...there is a ton of cool stuff, tips and tricks.

      His Little Black book of Scripts is hands down one of the most powerful tools in the industry for only $50 bucks or so. It is targeted at the mlm/direct sales industry, but the concepts and fundamentals of selling and closing sales are all the same.


      Jeff Mitchell

      P.s Www.ToddFalcone.Com is the site...
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  • Profile picture of the author MichaelJames
    I used to do cold calling. I hate it but for some people it can be easy. Also depending on what your selling and who your talking to it might be easier for you.

    I think the best way to learn Cold Calling is to just do it. You will build up your "mojo" and by the 7 or 8th call you will know how to lead every call. If your calling individuals it can be really difficult but if your speaking to business owners it is much easier in my experience.

    Good Luck!
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  • Profile picture of the author travlinguy
    Identify all the features and more importantly, the benefits of what you're selling and then just have a phone conversation with your prospects as though they were your friends. Get excited and show real enthusiasm for your product as though you were telling a friend that s/he just had to have it.

    Too simple, huh? That's what I did. You're going to have the phone slammed down on you about one out of five times (at least) anyway so don't sweat it at all. Just make the best of the time you do get with the people who will listen.

    There are certainly books out there that will help, but biting the bullet and just doing it is best. Smile and dial. You can do it. Good luck...
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  • Profile picture of the author mpeters7
    Thanks, guys, I'm bookmarking all of this.

    Valuable advice from the WF yet again!
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  • Profile picture of the author JamesABuckley
    Also one thing to keep in mind is everyone that is in sales need someone to lead them if they don't have the experience already, so become a leader by building relationships and adding vaule and you don't have to sale you just attract people.
    " People don't care how much you know until they first know how much you care "
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    • Profile picture of the author mpeters7
      Originally Posted by JamesABuckley View Post

      Also one thing to keep in mind is everyone that is in sales need someone to lead them if they don't have the experience already, so become a leader by building relationships and adding vaule and you don't have to sale you just attract people.
      " People don't care how much you know until they first know how much you care "
      You lost me. Are you talking about leading a sales staff of attracting customers?
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  • Profile picture of the author MassiveMarketer
    Experience is the best way to learn this. You'll get a variety of situations where you can learn from and get new ideas on how to work around them. You could maybe try to work part-time. Start from there and once you've learned the basics, everything will be a breeze.
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  • The best is to have an experience from company in cold calling business. Try HomeWorkersnet.com there are big companies there that offer homejob in this category.
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  • Profile picture of the author Ernie Mitchell
    If you're absolutely intent on jumping into the cold call fire you should first familiarize yourself with the general rules of selling. Go to eBay and pick up a used copy of Percy H. Whiting's book 5-Great Rules Of Selling. After you have a grasp on how to talk in terms of facts and benefits and how to create desire and wind up a close start making calls.

    Be yourself. Don't use platform English and don't allow your presentation to sound canned. Make your presentation fit your personality. It's important to be thoroughly sold on the merits of your product. Remember, (As Zig Ziglar Says), "selling is nothing more that a transference of feeling. If you can get your prospect to feel about your product the way you feel about your product he/she will buy your product."

    Instead of cold calling perhaps you should consider running classified ads in local newspapers, magazines or trade publications that would drive prospects to a toll free 24/7automated hot line. After listening to a brief recorded hot line message telling them about the merits of your offer they would them be given an opportunity to leave their name and telephone number so you can follow up with more information and a special offer.

    When you do this you're changing the game. As Dan Kennedy says, "It's better to be an invited quest than an unwanted pest." When you get them coming to you you are no longer viewed as an unwanted pest.

    Toll free automated hotlines can be rented by the month from a company called PatLive.com (no affiliation) at extremely reasonable rates.

    Good luck and welcome to the world of perfessional sales.
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  • Profile picture of the author mpeters7
    Thanks, I'll check those out.

    I would LOVE to have prospects calling me, except this is a slight spin on the offline game, in one niche and local in terms of city blocks, not miles, so broad sweeps like classifieds won't do me much good, at least at the outset.

    Hence the cold calling.

    But you've given me something to think about. Hmm...
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  • Profile picture of the author Rus Sells
    Cold calling on the phone is tough business. First you need to be able to handle a serious amount of rejection.

    Most people take the rejection personally and end up looking for work elsewhere.

    I've been selling in some form or fashion for 30 years now and I have learned a lot.

    Personally I don't think telemarketing is the best way to try and sell services, esp any type of SEO, I will get your site ranked on Google stuff.

    Don't know if that's what your doing or not.

    Small business are getting bombarded weekly with, I am calling and I bla bla your site on first page of Google. I know because my own brick and mortar received no less then 1 per day of these calls. So anything related to my web site, Google, Ranking I just hang up.

    That is the mentality of a lot of small business owners who've been called a lot.

    I know this paints a grim picture for you but it is reality.

    But there is hope.

    Put on your best shoes and go out and meet them personally. You will get much less rejection and you will find people who will naturally match your personality and end up being clients.

    That is basic and there is a whole boat load of stuff I could convey here about cold call face to face sales, putting it together for a report for the offline crowd. If I can just get myself to write the introduction! LOL

    Anyways if you want to try just hoofing it, PM me. I'll show you how to "Take them for a walk" do the "No I don't have a Business Card" or "Using Similitude's"
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    • Profile picture of the author mpeters7
      Originally Posted by Rus Sells View Post

      Personally I don't think telemarketing is the best way to try and sell services, esp any type of SEO, I will get your site ranked on Google stuff.

      Don't know if that's what your doing or not.
      Fortunately I'm not doing any kind of SEO, it's a little different, although not earth-shattering by any means. I don't really want to post it here but if anyone wants to know I'll answer in a PM.


      Put on your best shoes and go out and meet them personally. You will get much less rejection and you will find people who will naturally match your personality and end up being clients.

      That is basic and there is a whole boat load of stuff I could convey here about cold call face to face sales, putting it together for a report for the offline crowd. If I can just get myself to write the introduction! LOL

      Anyways if you want to try just hoofing it, PM me. I'll show you how to "Take them for a walk" do the "No I don't have a Business Card" or "Using Similitude's"
      Thanks for the tips. I think the service is pretty simple and doesn't need a ton of selling, either they'll want it or they won't, but I'm just trying to prepare and do my best to overcome the awkwardness of calling (or walking in) having them ask what my order is, then having to ask for the owner, and in the whole process losing my footing and my positioning. Hence wanting to study up some first. I've done that once or twice for various projects and it's quite awkward and you're not always welcome.

      Thanks for the offer, I'll send you a PM tomorrow!
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      • Profile picture of the author missm2m
        I've done a lot too.

        I agree with Rus Sells especially.

        A couple of things come to mind...

        1. Smile right up front. Yes, on the phone. It works.

        2. If you get past the Hello....this is Joe Smith... I will always follow with "Do you have a minute"? Always ask if it's a a good time or if they have a minute, rather than just going right into why you're calling.

        3. If they're still there after Hello and they say yes, they have a minute.....you're miles ahead of the game!

        4. From this point on the ball's in your lap. Now you can warm them and visit and say why you're calling.

        I've always found a long time ago.....if I don't give them that "space" right away, it's not the best call.

        What does it matter if you're trying to "talk" to someone who is already now wishing they could just hang up on you but they don't want to be rude so they stay.....

        Versus.......just ask them if they have a minute..... it seems to work, if they say yes. At least they've consented right there to listen...... or, they have a comfortable way to hang up by saying "no, they don't", and it makes you feel better too.

        Just my two cents. And yes, lots of rejection. And yes, I prefer to walk in the door and say hello that way instead. But phoning is sometimes needed....
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  • Profile picture of the author Silas Hart
    I learned quick from IPA in Buffalo Grove, IL. I learned how NOT to cold call.

    "Hello, is [insert last name here] around?"

    Not the way to cold call. Once I figured things out, I was making great money until the company started to hold back my checks.
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  • Profile picture of the author Danny Boy
    Hi Mike
    I do know about cold calling. I took a start up business from zero to $140 million in 18 months just with cold calling methods. However after saying that i think you should expand your thinking a little further and consider alternatives to cold calling.

    Simply because i have come to realise there are better ways to gain business than cold calling on its own. I will recommend a competitors book "Cold Calling is Dead" you can find it at amazon.com. Alternatively if you want to still find out about cold calling get my book "Blueprint For Making Millions" master strategies for business and life by Dan Cavalli at amazon.com.

    You won't need to look any further it has it all. I'm not pushing my book but rather my competitor's book I hope this helps.
    Dan
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  • Profile picture of the author UpNorthGuy
    Hey Mike,

    I'm fairly new to IM, but I'm not new to cold calling. I did it while I was in graduate school to make some money.

    I was asking for small donations to a well known charitable fund ($25). Plus, every donor received free tickets to Kenny Chesney or other fairly popular recording artists. Great idea right? Wrong.

    Let me ask you a question. Do you keep your credit card by the phone just in case someone calls you about purchasing a product? Of course not.

    Do you go shopping without money? Of course not.

    While I recognize that some people may disagree, I've been there and done that. People don't want to be called out of the blue....period. Unless you are Publishers Clearing House with a zillion dollar check, people do not want you bugging them over the phone.

    Cold calling does not work. It hasn't even pretended to work in decades. Sales is about prospects. Good prospects are shopping to buy something. No one is shopping to buy something while eating their dinner. Today's consumers are not morons.

    So, if you want to waste an enormous amount of time and effort while building up a huge heapin' helpin' of rejection and frustration...go ahead. If you think conversion rates in IM are tough, you ain't seen nothing.

    Besides, with caller ID and many people using wireless instead of land lines, your prospect pool just shrunk. Tack on the do not call list and you are severely limited and subject to potential legal trouble from the very first call. So, please don't waste your time and effort "learning" slick sales techniques that simply don't work because quite honestly, people are not in the mood to get calls from someone trying to sell forex, clear up zits, stop sweaty armpits, etc.
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    • Profile picture of the author Danny Boy
      Hi There
      Telling someone cold calling does not work is just ignorance. You would be smarter to say there are better ways to sell and get leads than cold calling. But to make a statement like that with the assumption that it hasn't worked for decades is unforgiveable. Especially when someone has asked for help on the subject. In fact i would go as far as thinking you haven't had any experience at selling at all to give that advice on cold calling.
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  • Profile picture of the author bgmacaw

    Just don't break any SEC/FTC rules doing it...
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  • Profile picture of the author Regional Warrior
    Originally Posted by mpeters7 View Post

    Anyone have tips on where to learn cold calling? A course, book or blog? Preferably something that's about solving needs instead of selling units. I know people like Ari Galper. Anything else?

    Thanks!
    Mike
    Just PM you if you want a good script that I have used for 10yrs works every time
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  • Profile picture of the author lerxtjr
    Sheesh, people still do this? Sorry. Threw out my cold calling scripts 15 years ago and added 20 years to my life as my blood pressure immediately lowered.
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  • Profile picture of the author mpeters7
    Yikes!

    Did not see all of those arguments coming! Would appreciate it if you'd leave my name out of it, thanks.

    I was just looking for some simple recommendations. Obviously I'm aware of the disturbances cold calling causes.

    I just have a service I'd like to try that applies to a very small number of businesses pertaining to a geographic area and I wanted some ways to intro the conversation. I'm ok with walking in, but I thought some proven scripts would help me get past the awkward introduction. I'm not trying to drive visits to a website.

    Thanks everyone for the recommendations!
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    • Profile picture of the author mikebrooks
      Hi Mike,

      Interesting thread. anyway, without knowing what you're selling I wouldn't be comfortable offering any specific advice.

      But one of the things that's really important, irregardless of your script, is your state of mind. Cold calling can be tough. It can literally suck the very joy of life out of a person. I've seen people go from totally pumped and ready to take on the world, to offering to clean a dirty toilet with their toothbrush in exchange for not having to cold call.

      Two tips for you if you're going to cold call:

      1: don't take anything personally. The nicest person in the world will say the most unbeleivable things to cold callers. Shrug it off.

      2: Every NO leads you one step closer to a YES. In fact, love the sound of NO. Because each time you hear it, you are that much closer to YES.

      It's a numbers game. There is a tipping point. If you ask the question enough times, someone will eventually say yes. Sooner or later, someone is going to say yes. There is no way that won't happen unless you are selling something just god awful. but I'm sure you're not.

      What that number is depends on a lot of things. But at a very basic level, you will be guaranteed that X amount of calls will lead to 1 sale. Once you get that metric, then you can adjust your presentation to improve the number.

      So lets say on average for every 20 calls you make you get 1 sale. That means you should be excited to hear the word NO 19 times. Bring it on!!!

      This might be the best advice I could think to give any cold caller. This is the attitude that stopped me from committing suicide on more than one occasion.
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      • Profile picture of the author dyadvisor
        Travinlin guy makes some great Points, but you cannot be helped unless you identify what you are selling.

        Are you raising money and collecting a percentage of the amount? (charity)

        Is this true telemarketing where you are paid per hour? (call per hire)

        Or are you making phone calls to set up appointments to make sales for yourself to make commission? (insurance sales)

        This is key to providing the answer. The first is direct sales, the second is marketing, and the last is marketing where you are being blindfolded into thinking it is sales.

        The 1st two, can be learned. The last one you are being burned. If you have to do both cold calling and later sales, that rarely works. It is often a sign of a company too cheap to hire a marketing company, so you can spend your time selling.

        People are extremely great at saying no. They have said it so much. Let me prove it, by me telling you just the opposite of what you expect to hear.

        You are expecting me to tell you that you can afford it. Now I say, "You probably can't afford it"

        What goes through your mind? "who is this guy to tell me I cannot afford it. I most certainly can if I want to." Then with no pressure, you sell yourself.

        So release your "what's my line game", and you might get some great help here.
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  • Profile picture of the author JEL0221
    Theres some pretty good stuff at a forum called "registered rep". A lot of financial service industry people there(mostly financial advisors). It is not as active anymore, and the community is fairly negative, but I have found some good script examples that have worked for others.

    I actually do a fair amount of cold calling myself. If you would like, shoot me a pm and I can point you to a script I use along with a great lead source that has worked very well for me.
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  • Profile picture of the author TheMagicShow
    Originally Posted by mpeters7 View Post

    Anyone have tips on where to learn cold calling? A course, book or blog? Preferably something that's about solving needs instead of selling units. I know people like Ari Galper. Anything else?

    Thanks!
    Mike
    Amazon.com: Cold Calling Techniques: That Really...Amazon.com: Cold Calling Techniques: That Really...
    This book, is pretty solid. I have read it and this fella gives some good advice on cold calling and getting rid of some of the obstacles many face.
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    " You can either give a man a fish and feed him for a day OR teach him how to catch a fish and it will feed him for a lifetime"

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    • Profile picture of the author TimPhelan
      Way back when I was a sucker for MLMs I belonged to leadersclub which deals totally with buying leads and then calling them on the phone. I'm not interested in any MLMs now days but the training they had was very extensive and could help anyone learn how to make cold calls effectively.
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  • Profile picture of the author michaelhoffman
    Freshers have a habit to think that cold calling is about qualifying the sale. It's not. It's about getting the chance to make the sale. Preciselylu, the motive of a cold call is to set an arrangement to make the pitch. Herewith I am posting a link. I hope that would be useful to you.


    books.google.com/books?id=hwFN2sOZJtMC&pg=PA43&dq=Where+to+learn+Co ld+Calling%3F&hl=en&ei=_QvZS8CJI5O-rAfujPW1Dw&sa=X&oi=book_result&ct=result&resnum=4& ved=0CEwQ6AEwAw#v=onepage&q=Where to learn Cold Calling%3F&f=false
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    • Profile picture of the author Jeff Henshaw
      If you have the ability to overcome the rejection issue (I struggled with this) then go for the direct sales model as it is a very cost effective method (provided that you monitor your income against your time spent selling).

      I preferred to go for the warm market, but it is far more expensive and off the topic of the original post.

      I like "Red-Hot Cold Call Selling" by Paul s. Goldner. I'm not sure if it's in ebook format though.

      Best of Luck,
      Jeff Henshaw.
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      • Profile picture of the author Mark Jordan
        The best way to learn cold calling is to try it. Get a phone book and do a random call. Do that everyday until you become 2nd nature to you.
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  • Profile picture of the author RobertSeviour
    I'm a long time saleman / later sales trainer for nearly 20 years - and I still don't like cold calling :-)

    The hard part though, is just thinking about needing to do it. Once you are making calls it isn't difficult at all. What happens is that you learn quickly what works and what gets blocked. During this time you need either a ton of motivation or a thick skin. My old sales manager used to say, 'they can't punch you on the nose over the phone'.

    Confidence comes from success, success comes from trying, trying leads to some failures inevitably but you have to get past that. All it costs you really is time. And then out of the blue you get lucky; someone who wants what you sell will say 'yes' to you and that gives you a great boost. The first time that ever happened to me, I couldn't stop myself questioning it with, 'Really?'.

    The plus side of telephone sales work is that you know that your message has reached your prospect and the feedback can be instantaneous. None of the other methods such as direct mail / email etc have that advantage.

    I have tons of articles with advice on sales technique at Articles on Selling by Robert Seviour

    I've also run hands-on workshops with live calls. Students are always amazed to find that cold calling really does work and it is not as hard as they imagine.

    Robert
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  • Profile picture of the author sloanjim
    just outsource it. $7 per hour...why D.I.Y.?
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  • Profile picture of the author GuerrillaIM
    You NEED to read Brian Tracys' Advanced Selling Strategies.

    I have a whole library of sales books. This book is by far the best. I have read it cover to cover at least 5 times. I also have it on CD so I can listen to it in the car on the way to meetings.

    It is just killer!

    Once you have learnt that maybe go into NLP. I studied sales at John Grinder NLP institute and it blew my mind, literally. Pre-supposition, mirroring and matching, test closes... It is real Obi Wan Kanobi sh*t.
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  • Profile picture of the author GuerrillaIM
    Originally Posted by mpeters7 View Post

    Fearing for my soul is a concern of mine, too. Despite my confidence in the product, just the act of telemarketing I think can sometimes earn you a special place in hell. That's why I'd like to learn how to do it respectfully.
    If you are selling the right way then you do not sound like a salesman, you sound like a fellow businessman with a compelling offer.

    I am selling leads right now and I don't phone people up and say "HI, I want to sell you leads".

    I say "Hi, I am getting several exquiries for xxx, I am looking for a company that would be happy to take the referred business, who do I need to speak to?"

    Then I leave it to the prospect to make me an offer (with a few nudges if needed) and use the scarcity card to get the price to where I want it to be.

    If a prospect feels like something was their idea then it gets past their filters. The trick is to get them interested and make it easy for them to make you an offer. Let them show their hand first and you have the bargaining power.

    Of course it doesn't always work and some people need a more direct approach, but it is important not to come across pushy and always listen carefully to what they are saying. Rapport is usually the only thing stopping them slamming the phone down on you so its important not to break it.
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  • Profile picture of the author GuerrillaIM
    Duplicate post due to lag, please delete this post
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  • Profile picture of the author fred67
    Check out YouTube - gaviningham's Channel

    He has a very good and clear series of videos that should get you inspired and ready to go!

    Good luck, Pete.
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  • Profile picture of the author Preben Frenning
    Spend some time creating a good DM, semi-personalize it and do some research to find proper businesses to send it to. Then write a date you will call them on in the DM, and follow up over the phone, while trying to get an appointment with them. (DM is a whole different chapter though, try making it appealing and personal so you know they will read it. Hand written envelopes etc.)

    Make it sound like it's a quick meeting, and no big deal, get there, and close the sale.
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  • Profile picture of the author ButterflyGarden
    With the new Do Not Call Registry cold call marketing has changed quite a bit. Make sure you brush up on the legal aspects.

    Personally I would rather get a tooth pulled than do cold calls ;-)
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  • Profile picture of the author Steve Baker
    Mike,

    PM me and we can arrange a skype call to help you with this as I've been involved in this area selling $30K coaching services.


    Steve
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  • Profile picture of the author Preben Frenning
    @Butterflygarden - I don't know how it is for businesses in the US, but here in Norway, companies can't reserve themselves against cold calling, while private persons can.

    Also, I would think it depends on how you get the contact details. For example for spam, that is the definition. (Automatically collecting emails vs. manually sending them)

    Either way, most people will just say they are on the list immediately, and then you just thank them for their time and hang up.

    As for cold calling, it's possible to warm them up quite a bit first, making rejection less likely
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    • Profile picture of the author GuerrillaIM
      Originally Posted by Preben Frenning View Post

      @Butterflygarden - I don't know how it is for businesses in the US, but here in Norway, companies can't reserve themselves against cold calling, while private persons can.
      Same in UK. If you are a business you are fair game, pretty much.
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      • Profile picture of the author Intrepreneur
        I worked in Telesales I found making a script for my calls to be highly effective. There are a few good manuals out there that also teach this.

        It helps make you come across as more confident which seems to be the general consenus throughout any books I've read.
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