| Below is a list of articles with the most recent ones listed first. |
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Voicemail Tips When Cold Calling for Sales |
Topic: Cold Calling |
| When cold calling for sales, it is often asked whether or not a voicemail should be left for the sales prospect. And while voicemail is one of the sales tools that will likely not be the defining factor for success, there are some tactics and logic that can be used as a guide when making cold calls... |
| Published: Sunday 24 April, 2011 |
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Objection Handling Options When Cold Calling for Sales |
Topic: Cold Calling |
| When making cold calls, it is very likely that you will run up against some sort of objection from the prospect. Objections are like stop signs that the prospect holds up to try to slow the call down or bring it to a close. An objection could be anything from the prospect being too busy to take th... |
| Published: Sunday 10 April, 2011 |
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Decreasing a Prospect’s Guard When Making Cold Calls |
Topic: Cold Calling |
| When making cold calls, the person on the other end of the phone will have their guard at a medium level since they will not know who you are why you are calling. What you say or do during the cold call will have a direct impact on whether they increase or decrease their level of guardedness. With... |
| Published: Saturday 12 March, 2011 |
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Building Interest While Making Cold Calls |
Topic: Cold Calling |
| In order to be successful while making cold calls, it is very important to build some level of interest with the sales prospect. The challenge with doing this is that there is a very limited amount of time to work with. As a result, you must be very efficient and effective with your approach to su... |
| Published: Sunday 06 March, 2011 |
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One of the Best Questions to Ask When Cold Calling for Sales |
Topic: Cold Calling |
| When cold calling for sales, we can often get concerned with knowing what is best to ask and when. We can get very technical and philosophical with a call plan to try to get the most out of the conversation. Although, one of the best questions to ask is not very technical nor advanced. It should ... |
| Published: Thursday 02 December, 2010 |
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Build an Objections Map for Effective Cold Calling |
Topic: Cold Calling |
| There is one outcome that you can guarantee when cold calling and that is that you will face some sort of objections. An objection is like a mini stop sign that the prospect will hold up to try to bring the call to an end. If we can agree that objections are likely to happen, then we can agree tha... |
| Published: Tuesday 30 November, 2010 |
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Give Pain to Get Pain When Making Cold Calls |
Topic: Cold Calling |
| Regardless of where you are in a sales cycle, it is critical that there must be identified pain in order for the opportunity to be qualified. This is because regardless of the relationships that you have established and the cool things that your product can do, if there is no pain there is no reaso... |
| Published: Wednesday 24 November, 2010 |
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Use Social Proof to Establish Credibility in Sales |
Topic: Cold Calling |
| When dealing with sales prospects, it is critical for you to establish credibility. This is so important because there are so many sales people trying to get in the door and get the prospect’s attention. If you haven’t established credibility, you will blend in with the rest and can get denied by t... |
| Published: Thursday 04 November, 2010 |
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Redirect Objections When Cold Calling for Sales |
Topic: Cold Calling |
| The only certainty that you can expect while cold calling for sales is that you are likely to run into some sort of objections on every call. Objections are like mini stop signs that the prospect will put up to try to end the call. What you do or don’t do when you get an objection will determine y... |
| Published: Saturday 30 October, 2010 |
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Common Objections When Making Cold Calls |
Topic: Cold Calling |
| When making cold calls, there is one thing that you can be certain of and that is that you will run against some sort of objections from the prospect. Objections are like mini “stop signs” and the prospects use them to try to end the call. At some point on a cold call, an objection will come up an... |
| Published: Wednesday 27 October, 2010 |
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