Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2 Art Sobczak - Sales training for inside sales, cold calling withouth the "cold". Best selling author: "Smart Calling". LinkedIn: http://www.linkedin.com/in/artsob Twitter: https://twitter.com/ArtSobczak Smart Calling Blog: http://smartcalling.com/ Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

2. Myths of the
phone and
prospecting

3. COLD
calling is
dead Cold Calling
2013

4. FACT: It is the fastest,
cheapest way to proactively
enter into a sales
conversation with a
prospect you are not doing
business with, and did not
contact you.

5. Myth: Prospecting is
just a numbers game.
Fact: It’s a quality game.

7. Myth: For every no you get, you’re
that much closer to a yes.
Fact: If you’re doing the wrong things,
every no gets you closer to another no,
and you get better at getting them.

8. Myths
You need to LOVE
rejection
NO!

9. The
Importance
of Making
Your Calls
Smart

10. Buyers are busier than ever

11. They don’t have
time to talk to
every “vendor”
who wants to
sell something

12. They don’t
care how
great YOU
think
you are

13. They DO want
to talk about
them

14. The Solution?
Smart Calling

15. DUMB COLD CALL OPENING
"Hi Pat, I'm Dale Stevens with
Atlantic Associates. We provide
internal communications training.
I’d like to introduce our training
programs to you and see if you’d like
to attend a webinar to learn more
about our courses and how they
help companies."

16. SMART CALL OPENING
"Hi Pat, I'm Dale Stevens with Atlantic Associates.
I understand that one of your initiatives for the year is
strengthening the communication and collaboration
between your account management and production
departments, so you can increase your customer
retention rate and order frequency. With another
components manufacturer we were able to help them do
exactly that and raise their retention by 55% in six
months, and reorder rate by 34%. I'd like to ask a few
questions to see if I could provide you with some
information."

18. “The world is full
of educated
derelicts.”

19. Blogs

20. Social Engineering
Defined
“Using relationships with
people to attain a goal.”

21. Executing Social
Engineering
In Sales
“Asking questions of
anyone at the prospect’s
organization to gather
sales intelligence”

22. Social
Engineering

23. Primary
ObjectiveWhat do you want
them to DO as a
result of the call?

24. How to never be
“rejected” again
on a phone call

25. Secondary
ObjectiveWhat can you at least
ATTEMPT on
every call?

26. "When I come out of a
courtroom, I never feel
like I've lost, because I
always give my client
my best. If you give
your best, you don't
lose. The case may be
lost, but I don't lose."
Edward Bennett Williams

27. Call Opening
Mistakes
Making it
all about

28. Call Opening
Mistakes
No Value
for

29. Call Opening
Mistakes
You ask for, or
hint at,

30. “I know you’re busy so I won’t take up much of
your time…”
Opening Mistakes
“Thanks for taking my call…”
“I’m calling people in your area...”
“I’m updating my database…”

31. 1. Put them
in a
positive,
receptive
state
of mind
Opening Statement Goals

32. 2. Get
them
talking
Opening Statement Goals

33. The Smart Calling Opening
1. Identify Yourself and Company
2. Connect with Your Intelligence
3. Hint at Possible Benefit
4. Suggest Another Possible Benefit
and Move to Questions

34. Free Smart Calling Resources
-Audio seminar of 24 opening statement mistakes AND
the Smart Calling process with word-for-word examples
-Ebook of 501 sales tips
www.SmartCalling.com/summit