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Cold calling techniques

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Cold calling techniques

  1. 1. Cold Calling Techniques <br />James Cheong<br />August 2010<br />
  2. 2. A=P=S Formula<br />Appointments gives Prospects gives Sales<br />
  3. 3. No. from real world<br />293 > 149 > 49 > 83 >10<br />293 calls<br />Spoke to 149 people<br />49 first appoitnments<br />83 sales visits<br />10 sales<br />
  4. 4. What is your no.?<br />15 Calls > 1 appointments<br />5 appointments > 1 sale<br />_____________________________________<br />15 calls per day X 5 days = 75 calls<br />75 calls ÷ 15 = 5 appointments<br />5 appointments = 1 sale per week<br />
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  8. 8. Where to get leads<br />Civic Organizations – give talks (I in 10)<br />Conferences – give talks <br />The T Call<br />Newspapers – 6 to 8 weeks old papers<br />Existing Business<br />Referral club<br />
  9. 9. Cold Call Mechanics<br />Get the person’s attention<br />Identify yourself & your company<br />Give the reason for your call<br />Make a qualifying / questioning statement<br />Set the appointment<br />
  10. 10. Get the person’s attention<br />Good morning Mr. Tan<br />
  11. 11. Identify yourself & your company<br />This is Sam from IPP Wealth Planners<br />We are a leading Financial & Investment company; we have worked with more than 300 doctors & Biz Owners<br />
  12. 12. Give the reason for your call<br />The reason I’m calling you today specifically is to set an appointment<br />_____________________________________<br />The reason I’m calling you today specifically is to set an appointment <br />so I can stop by & tell you about our platform & services & <br />how they can help individuals in creating education fund & personal pension scheme.<br />
  13. 13. Make a qualifying / questioning statement<br />Mr. Tan, I’m sure that you, like a lot of other doctors in Pantai Hospital (other IT professionals in MSC), <br />are interested in having sufficient fund for children education or for retirement. (+ve response)<br />
  14. 14. Set the appointment<br />That’s great, Mr. Tan, then we should get together, how about Tuesday at 9.30 am?<br />
  15. 15. Good morning Mr. Tan<br />This is Sam from IPP Wealth Planners<br />We are a leading Financial & Investment company; we have worked with more than 300 doctors & Biz Owners<br />The reason I’m calling you today specifically is to set an appointment so I can stop by & tell you about our platform & services & how they can help individuals (doctors…) creating education fund for children & personal pension scheme.<br />Mr. Tan, I’m sure that you, like a lot of other doctors in Pantai Hospital (other IT professionals in MSC), are interested in having sufficient fund for children education or for retirement. (+ve response)<br />That’s great, Mr. Tan, then we should get together, how about Tuesday at 9.30 am?<br />
  16. 16. 6 specific telephone tips for cold calling<br />Use a mirror are you smiling?<br />Use a timer – 2 to 3 minutes<br />Block out your calling time<br />Practice<br />Keep record of your calls<br />Tape-record your calls<br />Stand up<br />Implement !<br />
  17. 17. 4 Common Responses<br />No thanks, I am happy with what I have<br />I’m not interested<br />I am too busy<br />Send me some information<br />
  18. 18. No thanks, I am happy with what I have<br />Other people told me exactly the same thing you did<br />They had the same reaction you did before they had a chance to see what we do complements what they are already doing. <br />We should get together <br />How about Tuesday 10.30 am<br />
  19. 19. I’m not interested<br />Well, Mr. Tan, a lot of people had the same reaction when I first called – before they had a chance to see how what we do will benefit them<br />We should get together <br />How about Tuesday 10.30 am<br />
  20. 20. I am too busy<br />Mr. Tan, the only reason I was calling was to set an appointment.<br />Would next Tuesday 10.30 be okay?<br />
  21. 21. Send me some information<br />Can’t we just get together? how about next Tuesday 3 pm?<br />
  22. 22. The Ledge<br />Is something you can step on – something you can use to regain your footing<br />You know something, that’s why we should get together <br />A Ledge uses the 1st questions or negative response as a foothold to turn an external phone-prospecting conversation around<br />
  23. 23. Third Party calls<br />I do a lot of Private Pension Scheme with Doctors in Pantai Hospital;<br />(Biz owners in PJ); (IT managers in Cyberjaya)….<br />I was very successful in showing them ways to create sufficient funds for retirement<br />What I like to do is to stop by next Tuesday at 3pm to tell you about the success I had with Pantai Hospital<br />
  24. 24. 3rd party Referral <br />Good morning, Mr. Tan.<br />This is Sam form IPP Wealth Planners.<br />We are a leading Financial & Investment company; we have worked with more than 300 Doctors & Biz Owners<br />The reason I’m calling you today specifically is that I just spoke to Dr. Lim. He suggested that I give you a call to set an appointment. <br />I wanted to know if next Tuesday at 9.30 am would be okay?<br />

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