1. Secrets of Success for Selling on
the Phone
Nicholas Milne

2. Definition of a Cold Call
- A phone call to someone who is not expecting
contact
Otherwise known as:
Waste of Not
Impossible Frustrating
Time Effective
Is it true? Does everyone HATE cold calling?

3. Understand of the Mindset Your
Prospect
 Let's say you're at your office and you're working away.
 Caller: "Hello, my name's Nick. I'm with Cornerstone
Records Management. We offer a broad array of storage
management , document destruction services, electronic
media vaulting and other related services. Do you have a
few minutes?“
 You think: "Uh-oh, another salesperson. I'm about to be sold
something. How fast can I get this person off the phone?“
 Let’s talk about how to overcome this.
 Cold calling is a viable lead source for any
company.

4. Average Daily Cold Call Stats
? Dials
per week
15-25
Contacts
3-8 Qualified
Appointments
weekly
12-24
New
Sales
Opportunities
Per Month

5. Secrets of the Cold Call
 Key Tips
 The Introduction
 The Gatekeeper
 The Appointment
 Turn 30 seconds into 3 minutes
 Email Secrets

6. Start with Dialogue, Not Selling
Scripts can be natural
Recognize & diffuse hidden pressures
• They are busy – You don’t want to bother them
Don’t take anything personally
Prepare mentally
• Every no gets you that much closer to a YES
Nicholas Milne

7. The Introduction
Smile and Dial 
I know you’re busy.
Stroke The Ego (*WIFM)
Make the appointment
Nicholas Milne

8. What is your most pressing concern about
gatekeepers (Receptionist )? How to:
Survey
4% 2% Get on my side
6% Pass them to the boss
8% 29%
Schedule an Appt
Stop going to
13% voicemail
Avoid them
Disarm them
16% 22%
Answer objections

9. The Gatekeeper: Gain Access or
Info
Talk like you would talk to a friend
• Be friendly. sound like the boss’s friend.
Just ask – email, number, time
• Most are willing to share key information with you.
If difficult, ask what’s the best way
• Simply asking will get you through many times.
You are just calling to set up an appt for…
• It will help them feel like you are one of them.
Nicholas Milne

10. Getting to the Appointment
• Conversational
Be Direct • Flexible
• Stay within 1-3 days
Give 2 Times • Ask, would 10 or 2 work best?
• On the phone
Confirmation • In an email
• They will have to confirm
Calendar Invite • Now you know it’s on their calendar

11. Turn 30 Seconds into 3 Minutes
•While on the
Got it? •Can you just
Click? •As you can
phone, send •Sometimes it check if it… •If you could see, we
your goes to just… provide…
junk…
Email Open? Value!

12. Email Secrets
Simple
Blackberry Clear
Links Credible

13. Secrets of Success for Selling on
the Phone
Nicholas Milne

14. Nicholas Milne