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COLD CALLING TIPS AND
MILLION DOLLAR SALES
PROSPECTING SECRETS
Ken Krogue & Grant Cardone
Definitions:
Cold Calls…
Warm Calls…
Hot Calls…
Grant
Definitions:
Cold Calling…
Warm Calling…
Hot Calling…
Ken
SOCIAL
SELLING
CURRENCY
h"p://bit.ly/No1SocialCurrency	
  
THE POWER
OF ‘COLD
CALLING’
KEYWORDS
COLD CALLING
VS
WARM CALLING
DEFINITION
INSIDE SALES
Professional Sales
Done Remotely
2.00$
2.25$
2.50$
2.75$
3.00$
3.25$
3.50$
3.75$
2008$ 2009$ 2010$ 2011$ 2012$
Millions'
Outside$Sales$
Inside$Sales$
Sourc...
MOVE THE
LEVERS…
THE COLD CALLING LEVERS
1.  More Calls
2.  Better Calls
3.  Faster Calls
4.  Persistent Calls
5.  Specialized Calls
6.  Co...
SPECIALIZATION
Generalist
Sales Support
Lead Gen Closer
Inbound Outbound Segments
TRANSACTION VS COMPLEX CALLS
#
Quantity
%
Quality
Transactional
(small business)
Relational
(enterprise)
SIMULATE FACE 2 FACE
TOP CHALLENGES
Sales Rep
71%
55%
45% 43%
38%
Accessing a
Decision Maker
Leads Manager
Calendar Events
Motivation Lack of P...
7 CONTACT METHODS
1.  Immediacy
2.  Persistence
3.  Time of Day
4.  Day of Week
5.  Optimal
6.  Direct Dial
7.  Caller ID
CONTACT
METHOD #1
Immediacy
100x Contacts
21x Qualify
39:22 Hours
DECAY &
DELAY
0%
10%
20%
30%
40%
50%
60%
70%
0 1 2 3 4
Show Rate Qualify Rate Close Rate
63%
38%
7%
52%
33%
7%
48%
31%
3%
...
CONTACT
METHOD #2
Persistence
1.5 attempts
CONTACT
METHOD #3
Time of Day
147%
49
CONTACT
METHOD #4
Day of Week
49%
50
CONTACT
METHOD #5
Optimal
10am to 2pm
FranklinCovey –
3:30pm next day
51
CONTACT
METHOD #6
Direct Dial
Rep Avg Meetings/mnth % Direct Numbers
1 11 51%
2 13 45%
3 20 76%
4 22 74%
5 29 87%
6 33 97....
CONTACT
METHOD #7
Caller - ID
52
57.8%More Likely to
Answer Phone
From a Local Number
Toll
Toll Free
Blocked
BEST
WORST
LEAD GEN
MEDIA
62
SOCIAL SELLING
BONUS #1
DOWNLOADS
BLOG FORMS
SLIDESHARE.NET
(PRO)
SOCIAL SELLING
BONUS #2
JOB POSTINGS
LINKEDIN
MONSTER
CAREERBUILDER
CLASSIFIEDS
SOCIAL SELLING
BONUS #3
REVERSE
CUSTOMER
REFERRALS
#1 SAE
SOCIAL SELLING
BONUS #4
JOB CHANGE
ALERTS
WITH LINKEDIN
& IFTTT
PHONE ATTITUDE
1.  Believe you can sell anyone
2.  Believe your product is worth 10X
3.  Willing to call back until
4.  KN...
WARM CALL DEFINED
Warm calling refers to calling a prospect with whom you’ve had some prior
connection between yourself an...
WARM CALL WARNING
“If you are in any doubt about the
temperature of the call you are best to
treat it as cold and start ov...
STRUCTURE OF CALL
1.  Intention or Purpose
2.  Big Claim
3.  Pricing
4.  What is the problem
5.  Close
PARTS OF THE CALL
1.  Greeting (one name only)
2.  Reason you are calling and Big Claim
3.  Qualify the lead
a.  Recurring...
NAIL THE FIRST 20 SECONDS
1.  Who are you
2.  WIIFM
3.  Why are you calling them
4.  Where did you get their name
5.  What...
ADVANCED TIPS
Do I have your attention?
ADVANCED TIPS
Texting the client during the
call will increase your chances
of getting an appointment by
500%.
33%	
  exec...
SECONDARY PURPOSES OF THE COLD CALL
1.  Identify decision makers
2.  Identify influencers
3.  Determine what is needed
4.  ...
QUESTIONS?
Linkedin.com/in/KenKrogue
@KenKrogue
KenKrogue.com
Forbes.com/sites/KenKrogue
Linkedin.com/in/GrantCardone
@Gra...
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Cold Calling Tips and Million Dollar Sales Prospecting Secrets

10 219 vues

Publié le

Jul 16th , 2015 at 11:00 a.m. PT

Featuring Ken Krogue, President and Founder at InsideSales.com and New York Times Bestselling Author Grant Cardone.

Breathe new life into the argument that cold calling may be alive and well, while warm calling and follow up calling bring even better results. All will be discussed in light of the latest technologies and techniques of research, sales training and sales systems. Grant and Ken share value that can make you millions on the phone today.

In this webinar you will learn:

How to Handle Price on the Phone
How to Get Past the Gatekeeper
How to Create Urgency
How to Close on the Phone
How to Separate Yourself from the Competition
How to Qualify the Buyer Over the Phone
What to Never Say on the Phone
How to Follow-Up the Unclosed Buyer

Publié dans : Ventes

Cold Calling Tips and Million Dollar Sales Prospecting Secrets

  1. 1. COLD CALLING TIPS AND MILLION DOLLAR SALES PROSPECTING SECRETS Ken Krogue & Grant Cardone
  2. 2. Definitions: Cold Calls… Warm Calls… Hot Calls… Grant Definitions: Cold Calling… Warm Calling… Hot Calling… Ken
  3. 3. SOCIAL SELLING CURRENCY h"p://bit.ly/No1SocialCurrency  
  4. 4. THE POWER OF ‘COLD CALLING’ KEYWORDS
  5. 5. COLD CALLING VS WARM CALLING
  6. 6. DEFINITION
  7. 7. INSIDE SALES Professional Sales Done Remotely
  8. 8. 2.00$ 2.25$ 2.50$ 2.75$ 3.00$ 3.25$ 3.50$ 3.75$ 2008$ 2009$ 2010$ 2011$ 2012$ Millions' Outside$Sales$ Inside$Sales$ Source:  2009  infoUSA/MIT  Study   15x 2009 / 2013 MARKET STUDY
  9. 9. MOVE THE LEVERS…
  10. 10. THE COLD CALLING LEVERS 1.  More Calls 2.  Better Calls 3.  Faster Calls 4.  Persistent Calls 5.  Specialized Calls 6.  Complex Calls 7.  Simulated Face-to-Face
  11. 11. SPECIALIZATION Generalist Sales Support Lead Gen Closer Inbound Outbound Segments
  12. 12. TRANSACTION VS COMPLEX CALLS # Quantity % Quality Transactional (small business) Relational (enterprise)
  13. 13. SIMULATE FACE 2 FACE
  14. 14. TOP CHALLENGES Sales Rep 71% 55% 45% 43% 38% Accessing a Decision Maker Leads Manager Calendar Events Motivation Lack of Product Knowledge Rep
  15. 15. 7 CONTACT METHODS 1.  Immediacy 2.  Persistence 3.  Time of Day 4.  Day of Week 5.  Optimal 6.  Direct Dial 7.  Caller ID
  16. 16. CONTACT METHOD #1 Immediacy 100x Contacts 21x Qualify 39:22 Hours
  17. 17. DECAY & DELAY 0% 10% 20% 30% 40% 50% 60% 70% 0 1 2 3 4 Show Rate Qualify Rate Close Rate 63% 38% 7% 52% 33% 7% 48% 31% 3% 32% 18% 3% 28% 9% 0% The Downside of Specialization
  18. 18. CONTACT METHOD #2 Persistence 1.5 attempts
  19. 19. CONTACT METHOD #3 Time of Day 147% 49
  20. 20. CONTACT METHOD #4 Day of Week 49% 50
  21. 21. CONTACT METHOD #5 Optimal 10am to 2pm FranklinCovey – 3:30pm next day 51
  22. 22. CONTACT METHOD #6 Direct Dial Rep Avg Meetings/mnth % Direct Numbers 1 11 51% 2 13 45% 3 20 76% 4 22 74% 5 29 87% 6 33 97.6% 51
  23. 23. CONTACT METHOD #7 Caller - ID 52 57.8%More Likely to Answer Phone From a Local Number Toll Toll Free Blocked BEST WORST
  24. 24. LEAD GEN MEDIA 62
  25. 25. SOCIAL SELLING BONUS #1 DOWNLOADS BLOG FORMS SLIDESHARE.NET (PRO)
  26. 26. SOCIAL SELLING BONUS #2 JOB POSTINGS LINKEDIN MONSTER CAREERBUILDER CLASSIFIEDS
  27. 27. SOCIAL SELLING BONUS #3 REVERSE CUSTOMER REFERRALS #1 SAE
  28. 28. SOCIAL SELLING BONUS #4 JOB CHANGE ALERTS WITH LINKEDIN & IFTTT
  29. 29. PHONE ATTITUDE 1.  Believe you can sell anyone 2.  Believe your product is worth 10X 3.  Willing to call back until 4.  KNOW your pitch 5.  Have a big claim that can be validated 6.  Everything to gain nothing to lose 7.  Believe you are lowest price/best value 8.  Treat everyone respectfully 9.  Never depend on one call
  30. 30. WARM CALL DEFINED Warm calling refers to calling a prospect with whom you’ve had some prior connection between yourself and the prospect. Warm calls could come from: •  Industry events •  Previous sales call •  Referral •  Appointment •  Internet lead •  LinkedIn •  Response to an ad “Obscurity  is  the  single  biggest  threat  to  your  business  –  get  everywhere!”  -­‐  Grant  Cardone  
  31. 31. WARM CALL WARNING “If you are in any doubt about the temperature of the call you are best to treat it as cold and start over.” Grant Cardone
  32. 32. STRUCTURE OF CALL 1.  Intention or Purpose 2.  Big Claim 3.  Pricing 4.  What is the problem 5.  Close
  33. 33. PARTS OF THE CALL 1.  Greeting (one name only) 2.  Reason you are calling and Big Claim 3.  Qualify the lead a.  Recurring problem b.  Magic problem c.  Money question d.  Decision makers 4.  Appointment 5.  Close “Grant  Cardone’s  materials   changed  my  perspecGve  and   my  rouGne.”   -­‐  James  Garlin  
  34. 34. NAIL THE FIRST 20 SECONDS 1.  Who are you 2.  WIIFM 3.  Why are you calling them 4.  Where did you get their name 5.  What’s in it for the buyer 6.  Check the trust
  35. 35. ADVANCED TIPS Do I have your attention?
  36. 36. ADVANCED TIPS Texting the client during the call will increase your chances of getting an appointment by 500%. 33%  execs  say  they  are  sGll  referencing  informaGon  from  their  mobile  devices     when  a  purchase  decision  needs  to  be  made.  (Forbes)  
  37. 37. SECONDARY PURPOSES OF THE COLD CALL 1.  Identify decision makers 2.  Identify influencers 3.  Determine what is needed 4.  Create interest 5.  Get an appointment 6.  Get contact information for follow up 7.  Move from cold to warm 8.  Add to your pipeline
  38. 38. QUESTIONS? Linkedin.com/in/KenKrogue @KenKrogue KenKrogue.com Forbes.com/sites/KenKrogue Linkedin.com/in/GrantCardone @GrantCardone GrantCardone.com Entrepreneur.com/author/GrantCardone

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