Archive for the ‘Cold Calling’ Category

Got Good Phone?

Learn how to use consultative style cold calling! The Art of Consultative Cold Calling is a five-week webinar program.

Begins March 14, 2012. Sign up by March 4 and save $100.

This particular program is customized for financial planners and offered in partnership with Horsesmouth. Almost anyone involved in selling intangibles will find it easy to apply. However, to make sure our non-financial advisors get what they need we hold special small-group coaching sessions just for you.

The program is described in two places. Here on Savage and Greene’s site: See Cold Calling Training (I’d Rather Have a Root Canal…).

And on www.horsesmouth.com/call – click through from there to enroll.

Note: Those who enroll receive a CD set covering how to generate referrals. Again — directed at Financial Advisors yet fully-applicable to almost all consultant-types as well as bankers, and insurance brokers.

Each of the five sessions is recorded and posted online, along with the slide deck. You can listen at your convenience.

Got questions? Drop me a line so we can discuss the potential fit for you.

Prospects’ reaction, and motivation

Tania asked:

I get motivated when I feel I am making a meaningful difference in the lives of others. I think this could hurt me because of how I may perceive the other person reaction on the phone. Any suggestions for people like me to remain motivated when cold calling? (more…)

Words and Phrases to Avoid

The words you use can deliver a very large message. Here are some common words and phrases that often deliver the wrong message. (more…)

Call Reluctance for Old Pros?

Dear Shawn:

Ever heard of anyone who has been in sales forever suddenly catching call reluctance? I used to make hundreds of cold calls each week, but that was years ago. Now I’m struggling to pick up the phone.

Shawn says:

Yes, I have heard of successful, experienced sales reps suddenly experiencing a hefty dose of call reluctance. In fact, there are two ways that experienced reps can have even more trouble than rookies. (more…)

Not Enough Appointments

Dear Shawn:

After reading your book (great book, by the way), I have been cold calling every day and tracking results. I’m not getting the appointments I need. I’m calling homes during the day. My best day, I called 87 people and connected with 16 and got 2 appointments. But on the other days I made almost 150 calls and only connected with maybe 35 people, and got only one appointment. I don’t want to call during the evening. Am I doing something wrong?

Shawn says: (more…)