If you�re like most sales people you can think of a million excuses not to cold call because � let�s face it � you hate it. The rejection and sense of failure are tough to take. But cold calling is necessary to success since new business often accounts for as much as 50% of your production. This engaging live online seminar will help take the stress out of cold-call days and improve your hit ratio. Cold calling has never been tougher. As soon as the prospect figures out you�re a sales person the immediate responses are �no budget,� �we�re in a purchasing freeze�, or �call me in six months if things are any better.� But we all know that there is always money available to buy something that provides real value to the prospect. The trick is to get your value proposition in front of the prospect in such a compelling way that you turn off the automatic �no� response.
� Use effective power phrases to gain appointments. � Be poised and confident when cold calling. � Use language that gets prospects excited. � Appeal to buyers� needs, wants, and interests. � Maintain a positive attitude toward cold calling. � Make sure you have the six �must knows� before you pick up the phone. � Use three methods to get past gatekeepers. � Leave voice mail messages that create callbacks. � Leverage nine principles to strengthen relationships. � Use prospecting tools for new business development. � Use Daily Activity Sheets and Opportunity Charts to increase your effectiveness.