Category: cold calling tips

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How to Sell to the Obvious with Stephen Schiffman

Stephen Schiffman Cold Calling

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Stephen SchiffmanHow to Sell to the Obvious with Stephen Schiffman

In this episode we are honored to meet return guest,  Steve Schiffman a leader in motivational  sales training. Steve has trained over a ½ million professionals in over 9000 companies. He’s a best selling author and author of series of best selling books on sales. Today Steve and I laugh about how to sell to the obvious. And by that we mean truly listening to the needs of the customers and selling products and services that meet those needs. 

Listen here for Steve’s previous episode 8  Cold Calling Techniques in Sales.   

 

Reinvent Yourself in Sales 

If you’ve been selling for awhile, you may need to reassess yourself and reinvent. It’s time to stop selling like it’s 1950; when there was no shopping process on the internet.  Weak selling stems from:

  1. Fear –  afraid of success or afraid of failure
  2. Uncertainty – unclear what will happen each time you try
  3. Doubt – uncertain you still have the skills for success
  4. Habits – overtime picked up bad behavior.

How to Build New Habits

  1. Accept that you’re going to improve yourself
  2. Put it into practice within 72 hours
  3. Keep at it for 30 days

Sales Is Getting Harder

Throughout the interview we repeated the following themes:

  • Due to the internet, you are mostly selling commodities. People shop online before speaking to sellers.
  • On a sales call, most likely your prospect already has an existing vendor. You always have competition.
  • Sellers do interruptive marketing. They are not expecting your call. This is always a barrier.
  • Don’t be intimidated by the competition. Instead ask the question, “I’m curious as to why you buy from XYZ company, why not buy from me?”

The 4 Elements To Make A Sale

According to Steve the following  four elements that must be aligned to make a sale.

You must be talking to …

  1. The right person
  2. The right product
  3. The right timetable
  4. The right pricing

If anyone of these elements are missing, the sale is in jeopardy.

How to Find Steve Schiffman

Get a copy of  Cold Calling Techniques: That Really Work 

 

Cold Calling Tips

Here are some past episodes to continue the conversation!

 

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Sales For Start-ups with Mano Behera

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Mano BeheraSales For Start-ups with Mano Behera

In this episode we talk about the many ways the skills of selling can help startups. In this 100th episode we meet Mano Behera, marketing entrepreneur and owner of the Digital Restaurant. Mano shows how he used sales techniques before marketing to understand his ideal client. This entire  episode is focused on sales for start-ups. 

Start-up Business Market Research

  1. Don’t assume, validate
  2. Use sales to validate your assumptions.  
  3. Ask the target market segment:
    1. What are you problems?
    2. What services should I provide that you would value?
    3. Listen and get the answer.

Really listen  well to what they’re saying then create services and products to address their needs.

No Marketing Until Sales

Mano sells marketing services to restaurants. Naturally  he tried marketing before selling his services, but it didn’t work.  Once he started using selling and qualifying questions to understand the restaurants, everything fell into place.

What his study found:  They tried marketing but it didn’t work. They did an unfocused shotgun approach. What they needed was all inclusive marketing plan. That’s what Mano’s Digital Restaurant provides. 

Cold Call  Sales Technique 

This is Mano’s script when he drops by a restaurant in the middle of the day

  • “My name is Mano I have a  background  in restaurants. I worked at McDonald’s for many years  but right now I’m an entrepreneur and I would love to hear what your challenges are.  Based on my experience I should be able to create a solution to boost the number of guests in your restaurant
  • This pitch was  enough for a restaurant owner to say great I’ll give you 15 minutes .  At that meeting  he asks about their marketing challenges and general state of the business. 

Need to show value in 30-90 days

Small restaurants with limited budgets need to see additional traffic, more conversions, more orders quickly. Once you make the sale, it’s time to deliver.

How To Find Mano Behera

Mano Behera | LinkedIn

The Digital Restaurant
Effective Restaurant Marketing For Consistent Profits!
Discover the effective way for restaurants and pizzerias to fine-tune their marketing mix for consistent profits.

Mano Behera (@mbehera) on Twitter

SWC is Self Paced Sales Course

You too can learn sales today!

  • Be yourself, add value , make sales

This course teaches you …

You will get:

  • Video, Audio, Checklists, Handouts and Worksheets that hold your hand
  • Work at your own pace, focus on what’s most important to you
  • Lifetime subscription to all material
  • Private Facebook group

You can enroll in the course here and immediately start Selling With Confidence today.

 

 

 

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Prospecting for New Sales Leads with Steve Kloyda #73

Sales Consultant Steve Kloyda

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Sales Consultant Steve KloydaProspecting For New Sales Leads

Today’s guest is Steve Kloyda the prospecting expert when it comes to prospecting for new leads. In this episode we will cover:

  • Prospecting Sales
  • Prospecting Tips
  • Prospecting Strategies
  • Prospecting Ideas

Cold Calling in 1980

When Steve started in sales his first lessons included:

  • How to connect with the senior VP, President, or business owner.
  • How to educate them.
  • How to ask for the business.

Back in the day cold calling was …..

  • No voicemail, either gatekeepers or no answer.
  • His first script was “Hi I’m Steve Kloyda do you have a moment to talk ?”
  • “The purpose of my call is to let you know about XYZ stock how many shares do you want to buy?”
  • Steve was taught to make 100 dials everyday, paint a picture in the mind of the listener what you’re trying to communicate.

From this he learned the fundamentals of successful sales prospecting.

“Cold Calling is Not Dead”

How To Prospecting From Scratch

If you’re starting from scratch, it’s hard and takes energy but it can be done. Steve recommends:

  • Make a list of every company in your area.
  • Find the executive team and connect on LinkedIn.
  • Call them but makes sure every call and voicemail adds value.
  • Find qualified candidates  to get an appointment

Voice Mails Must Add Value

You have only one opportunity to make a great first impression. This is Steve’s script with urgency and a compelling reason

“Hi this is Steve Kloyda with the Prospecting Expert my phone number is NUMBER, 

The purpose of my voice mail today is that we have created an XYZ that provides a BENEFIT

Pat If you want to learn more about our unique XYZ give me a call at your earliest convenience my phone number is NUMBER or if you prefer to email me at EMAIL. 

And Pat I want to thank you for the time to listen to this voicemail and I look forward to speaking to you soon.”

 

Gordon Gecko on the original “Wall Street” is a Steve’s favorite example working with the GateKeeper Natalie.

“What’s on your mind, why should I even listen to you”

Steve Kloyda Bio

For more than 30 years, Steve Kloyda has been creating unique selling

experiences that transform the lives of salespeople, prospects and customers.

In addition to facilitating thousands of workshops across the country, he has

personally:

• Made more than 250,000 telephone sales and prospecting calls.

• Listened to and analyzed more than 25,000 sales calls.

• Facilitated more than 6,000 one-on-one coaching sessions.

Steve’s mission is creating ideas that Inspire, Encourage and Empower

salespeople to get in the door and drive more sales!

Find Steve here

Win a copy of ScreenFlow

This is a $99 value for screencasting and editing software from Telestream.

To win go to www.salesbabble.com/contest and enter your name. I will pick a winner on August 24th, 2015

Sales Training, Sales Coaching, Sales Consulting

Become confident in sales and grow your business. Check out the Selling With ConfidenceSales System for both new and experienced sellers. This is an opportunity for you to

  • Be Yourself
  • Add Value
  • Make Sales

Don’t be shy. You too can start Selling With Confidence today!

 

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Five Lessons from a Pushy Cold Call

Bullies-croppedFive Lessons from a Pushy Cold Call

I just experienced one of the pushiest sales calls of recent time. In 10 seconds I was offended.  But given my interest in sales and marketing I couldn’t help but want to see how far this train wreck would go. I considered it my sacrifice for furthering the craft of non-pushy sales.

This was the conversation as best as I can recall. ”Ring Ring……”.

“Good Morning  this is Pat Helmers”

(ROBOT VOICE)  “ATTENTION WE ARE CALLING TO WARN YOU THAT YOUR GOOGLE BUSINESS ACCOUNT HAS NOT BEEN CLAIMED”

I don’t recall the exact wording but it distinctly gave the impression “We are Google and you better fix this or else…. ”.  I was skeptical, this doesn’t sound like something Google would do. I didn’t trust the call and I disliked how they were leveraging fear. But I persevered.

“IF THIS THE SALES BABBLE BUSINESS? PRESS 1”

“IF YOU ARE THE BUSINESS OWNER OR MARKETING DIRECTOR? PRESS 1”

Hmmm what impersonal way of qualifying I thought. I wonder if this works? Finally a click and a click then the long pause…….

“Hello this is ACME Marketing is this Sales Babble? We need to verify some information….”

I was right, it wasn’t Google. I felt tricked. Well sort of since I didn’t think it was Google from the get go. At this point, a normal person would have hung up. But I’m interested in the babble of sales. I’m masochistic in this way.

They asked a number of fact based questions they could have gleaned on my Google Business account. It was clear they wanted to give me a sense they were “fixing” my business account. But why ask dumb questions like “what’s my phone number” when I’m thinking “Dude you called me”.

Then they started the pushy CLOSE:

  • “What would people enter to search for you online…..”
  • “I’m typing in sales consulting  and not seeing you in Plano….”
  • “You want to go to bigger markets and not limit yourself in Plano ….”
  • “People aren’t going to find you that way…..”
  • “Are you in front of a computer…. type this in right now……”

By now it’s clear this marketing company is pushing SEO.  And I’ve actually been working on SEO just this past month, and making good progress.  But I was aghast how they failed to care about understanding  MY business concerns:

  • my Avatar
  • the places my ideal clients hang out
  • my marketing desires
  • my thoughts on the value of having a web presence
  • how I leverage the Sales Babble podcast
  • how I promote my Selling WIth Confidence Sales System training course.

So I told the guy:

“You know what really bugs me is how you’ve not listened to anything I’ve said, you’ve not asked me what what I’m interested in doing to promote Sales Babble. Since the beginning of this call you’ve interrupted and pushed your marketing services  on me. You were dishonest misrepresenting yourself as Google …..”

At which he started arguing with me on semantics and how he hadn’t done that  blah blah blah ….. Never catching the vibe that I was deeply offended and that he should back off, apologize and ask me about my online marketing interests.

Five Cold Calling Lessons

So to be clear, here  are the five lessons I tried to share with this cold caller:

  1. Take the mindset of helping, not selling
  2. Understand your clients fears and desires BEFORE posing possible products and services
  3. Never interrupt
  4. Never argue with a prospect
  5. Never pretend to be someone you’re not. Trust is a precious thing, don’t squander it.

Most likely this poor soul is told what to do and not allowed to go off script. Some pugnacious sales manager has bullied him and his peers into submission as they grind out one annoying cold call after another.

Because he we wouldn’t stop  interrupting, I couldn’t get a word in edgewise. So I did the only thing I could do to control the conversation. I hung up.

Yes I hung up.

I hate doing that. Especially given how much I love sales and how much I respect those in the craft of persuasion and influence.

But it was clear he didn’t want to learn the greatest lesson I could have shared.

“You can do better. You have talent . Quit that job. Take a hike. I can help you secure a better position.  Let me help you.”

If only he had listened.

Cold Calling Resources in Sales Babble

We’ve interviewed a number of people who are EXPERTS at cold calling.  They wouldn’t be caught dead making these kinds of mistakes.  Grow you confidence in sales and listen here!

Sales Training

Become confident in sales and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for  you to

  • Be Yourself
  • Add Value
  • Make Sales 

This is not a time to be shy. You too can start Selling With Confidence today!

Click here to learn more about Selling With Confidence. 

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Cold Calling Tips from an Employment Recruiter an interview with Jamie Homa #44

Cold Calling Tips Guest Jamie Homa Sales Podcast interview

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Sales Podcast Guest Jamie HomaSales Podcast Interview with Jamie Homa

On this Sales Podcast Jamie Homa shares her cold calling tips and selling experiences as an employment recruiter. Jaime is the owner of Jamie Homa Associates an agency that specializes in job placement. Jamie tells us how she became a sales professional and she shares her warm and cold calling tactics and methods for addressing objections. Jamie has a great point of view on what makes for a successful company.

Cold Calling Tips

When Jamie picks up the phone she says the following:

  • “Hey guys…. I hear you’re looking for a candidate to do XYZ…”
  • “Let me explain who I am and why I’m calling to see if I have what you’re looking for……”

The goal is to get them to respond in some manner.

They may counter this question:

  • “We just put in an ad and got 100s of resumes”.
  • “We don’t use recruiters”.
  • “We’ve had a bad experience with recruiters”.

She knows the objections due too years of experience. She knows what they will say, before she they say it!  Nevertheless she won’t pressure the prospect. Instead she responds:

  • “Well I appreciate that. You know…… if you can’t find what you’re looking for,  can I shoot you some info and contact me if you find, over time,  you need me?”

When she’s cold calling,  she doesn’t press. In her mind she’s just trying help. Most people are happy to let her email the information to them. She knows there is a VERY good chance they will call her. Most people who apply for a Career Builder ad are NOT qualified, 99 out of 100 are NOT qualified. But her big cold calling tip is not be pushy, get on their radar and overtime they will reach out to you. Most companies don’t have time to vet candidates.  This is where she adds value.

Sale Coaching for Recruiters

Jamie’s  path to success has been giving great value to her clients. When she sends a candidate to a client she guarantees:

  • They are qualified for the position
  • Their references check out
  • They’re a good fit (she interviews them beforehand)

Business in her mind is founded on:

  • Honesty
  • Integrity
  • Doing the Right Thing

Sales Resources for Recruiters

Jamie Homa and Associates.com

This is Jamie Homa on LinkedIn.

This is the guide containing Interview Questions

Past Podcast Mentioned

This is the link mentioned in the episode. Brad Walker is an expert in enterprise sales and how you selling requires a lot of finesse after the cold call.

How to Win Complex Sales in Technology – an Interview With Brad Walker

 

Sales Training

Learn Sales in 10 days and grow your business. Check out the Selling With Confidence Sales System for both new and experienced sellers. This is an opportunity for  you to

  • Hone your sales skills,
  • Beef up your persuasion,
  • Grow your influence and
  • build relationships with clients for life.

This is not a time to be shy. Share the secret that your business provides the VERY best.

Download the 20 Secrets for Sales Success and make sales!

 

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SB025 – Forget Digital Marketing, Try Cold Calling

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Cold Call PhoneDale Carnegie says that the only way you can win an argument is to avoid it. But I’m going to throw caution to the wind and make a  bold statement. To paraphrase  Mark Twain “Reports on the  death of cold calling are greatly exaggerated.”  

You’ve probably seen ads online that make statements like this:

Stop Cold Calling Ad

What are these ads trying to say?  Cold calling is hard and digital marketing provides a viable alternative. Why take precious time calling people who are just going to hang up on you? Why not let the magic of marketing find highly qualified,  ready-to-buy-now  leads that land directly in your lap. This sounds infinitely easier doesn’t it?  If only it worked.

Right Click Here To Download Podcast

I’ve done a  lot of  digital marketing this year I can say with personal experience, it’s not easy. So let me share eight struggles people commonly find when embracing  phone-call free marketing methods:.

  1. It’s expensive. You often get charged even if a lead doesn’t click or connect.
  2. Beautifully crafted emails are often deleted by spam filters, never to be seen. Common open rates are 17% as of 2011 *
  3. Brilliant copywriting  efforts in banner ads only have a .1% at click through rates as of 2010*
  4. Facebook is constantly changing it’s algorythm and it’s hard to nail down when ads will show up in the newsfeed.
  5. AdWords are no better. Cost per click has dropped  year over year down 15% as of  2012*
  6. Twitter is a noisy media and it’s hard to rise above the chatter
  7. Not to mention all the other usual suspects: Tumbler, Instagram, and Pinterest
  8. Lastly  there is direct mail and it’s so 19th century

People put a lot of energy into these channels and they’re able to get returns. But it requires a significant amount of time and energy  to become an expert in these  media. For the novice and those  unfamiliar, it is difficult  learning  how to manage an ad campaign.

So if you don’t have a marketing department and  if you have more time than money,  using the phone to grow your business could make a lot of sense. You already have a phone, don’t you?

The Upside of Cold Calling

What are the pros of cold calling:

  1. It only cost you time. Most people already have a phone with unlimited calling rates.
  2. You have a higher probability of getting through to your prospective client. If they don’t answer you can leave a voicemail that they WILL listen to it..
  3. Sometimes they do answer and you have a golden opportunity to personally make your pitch.

Now you may be thinking that people don’t answer the phone and you would be right. But again most everybody has a voicemail. And if you leave a well scripted voicemail that’s relevant to their lives, you will be able to connect to them.  This is the point of all marketing, to connect.

You want to get your message in front of prospective clients, don’t you? You also know not everyone is a buyer. But if an email goes to spam, or if a link never gets clicked, or if your banner is awash by anocean of display ads,  your client will never see your message. But when it comes to a phone call, there is a distinct possibility they may answer and even higher probability they’ll listen to your little voicemail advertisement. It makes you smile to think about it.

Digital marketing makes lot of sense in many instances. And having an extra market channel to connect with your prospects is always a good thing. But you if you’re tight on a budget but you’ve paid your phone bill, you might want to consider leveraging that little device. You may be surprised by what business it can generate.

Housekeeping

Don’t forget  to enter the contest for a free copy of Geoffrey Moore’s Crossing the chasm. Next week I’ll be announcing the winners.  To enter the contest o to www.salesbabble.com/contest and enter your contact information.  If you haven’t listened to that episode, take a moment and download it on Stitcher or iTunes. You may have noticed that I’m publishing these reports on LinkedIn now. If you’ve not connected with me please do.

Got a Question?

If so ask me!  Go here to  leave an audio message.   Or click here to type a message.  I’ll review your cold calling script! Leave a question and I’ll respond!

I really appreciate your support and sharing what we do with friends and colleagues.   If you would like to share the love  on Twitter, click here.

We can teach you a selling style that fits your personality and works! Start here.

 

* All number published in Jab Jab Right Hook – Gary Vaynerchuk 2013

 

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SB020 – Down to Earth Sales, an interview with Diana Schneidman

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DianaSchniedman_whitebackground-001Last month I read a fantastic book titled Real Skills, Real Income. It’s written for people looking to start their own business, especially freelance and consulting services. The book teaches how to get your first client in 30 days. In this episode Diana Schneidman shares her insights on sales and business.

Want to receive a free copy of Diana’s new book Real Skills Real Income, A proven marketing system to land well-paid freelance and consulting work in 30 days or less?  Click the link below now!

Go to www.salesbabble.com/contest

In This Sales Episode

We talk about

  • Cold Calling
  • Freelancing and Consulting
  • Copywriting
  • How women can be successful in modern sales

Right-click here to download the MP3

Items of Interest

Diana’s blog, Stand Up 8 Times, can be found here.

Again if you want to receive copy of Diana’s new book go to www.salesbabble.com/contest
fill in your name and I’ll forward the information to Diana.

Breakthrough in Sales

Listen to Diana’s advice on cold calling. She said two things, first she does her cold calls first thing  in the morning. And she may call  an existing client to get herself in a good mood.

Second she doesn’t view cold calling as cold at all. She’s calling to warmly offer her help. She also shared that over time she finds the calls easier than real work! How funny is that.

Why don’t try this for a week? Get your list together for tomorrow morning. Make your calls. Repeat for 5 days.

Housekeeping

I’m going to stick to publishing on Tuesdays. So expect a new podcast every Tuesday, most likely late mornings on Central time.

This weekend, August 15-17th, I’ll be attending the very first Podcast Movement conference in Dallas Texas. My goal is to raise the quality of these podcasts and to make great connections. If you’re attending let’s connect!

Thanks for stopping by and spending a moment here at Sales Babble.
I really appreciate your support and sharing what we do with others. If you would like to share the love AND you’re on Twitter, click here.

Been wondering what Sales Babble is all about? Start here.

We can teach you a selling style that fits your personality and works!

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Cold Calling Tips using Jill Kontrath’s Agile Selling #18

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Jill KonrathCold Calling Tips using Jill Konrath’ Agile Selling is just one of the many topics in this episode. Jill is the bestselling author of 2 award-winning books: SNAP Selling (#1 Amazon bestseller) and Selling to Big Companies, a Fortune magazine “must read.”

Subscribe to the Sales Babble Podcast

At the start we discuss her new book AGILE SELLING, Get Up To Speed Quickly In Today’s Ever Changing Sales World   just  released on May 2014. In it, she shows salespeople how to succeed in a constantly changing sales world.

Right-click here to download the MP3

Cold Calling Tips

In this podcast we talk about :

  • The importance of being nimble in an ever changing sales landscape
  • You should never start a sales call with a biography on your organization
  • Always speak to  the prospects issues, not yours
  • How to approach cold calls that intrigue the listener
  • Jill shared a common cold call tip
  • Leverage our existing customers to learn the language of your market
  • The status quo is your primary competitor
  • Entrepreneurs must learn sales before they can hire sales reps.

Items of Interest

In the interview we mentioned  the following resources:

Cold Calling Breakthrough

Cold calling is a task many struggle. From Jill’s coaching are you able  create your own? Share it with us!

I agree with  Jill’s message on life long learning.  Unless you become a student of selling, you will never truly understand the intricacies and the art of  deal making. Like any discipline, sales professionals, business owners and managers should  be growing their skill set  through reading and self study.  Book’s like Agile Selling are a great way to stay on top of your game,

Click here to hear Steve Schiffman’s Cold Calling Techniques.   Compare Steve’s script to Jill’s. What do you think?

Subscribe to the Sales Babble Podcast

 Sales Training

Check out the Selling With Confidence  training for both new and experienced sellers.

You have this tremendous secret that nobody knows. It’s frustrating to see people buy from the competition, yet you KNOW it’s inferior to what you provide. You’ve devoted your whole life into your business. It’s time to let world in, on this secret. And how do you do this?

This is an opportunity for  you to

  • Hone your sales skills,
  • Beef up your persuasion,
  • Grow your influence and
  • build relationships with clients for life.

This is not a time to be shy. Share the secret that your business provides the VERY best.

Learn Sales in 10 days and grow your business.

Contest

Would you like to win a copy of Agile Selling by Jill Konrath?

Enter your name and mailing address(any where in the world, I’ll pick up the postage)  below by July 29th  2014 to  place your name in a raffle  to be  announced on Wednesday July 30th. This is a great book and that discusses the need to be nimble during changing times.

Click here  to enter the contest!

Review Request in iTunes

Did you enjoy this episode? If you’re on this page I’m assuming yes!

I want to make sure I get as many people introduced to this great content as I can. So I would really appreciate it if you could help me with a review on iTunes. It takes just a few minutes and it would really mean a lot to me.

Click here for directions to provide a review in iTunes.

News

This week I had a number of people email me and say how much they look forward to these podcasts.  Thank you for your great support.. With that said I must share with a heavy heart that  I’ll taking some time off next week so there will be no podcast next Wednesday..  Sad I know.  Consider it your opportunity to reach back into the archives and get caught up on some episodes you skipped.

 

 

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The 3×8 Follow Up Rule in Sales

3x8 ruleThe 3×8 Follow Up Rule in Sales

Last year I bought a new car. During the selling process I was talking to two car dealers. I wanted to buy a car from a fellow  I had previously done business. He had done a fine  job and was a credible trusted seller.   I was sending both dealers  emails to get the best price, yet the seller  I had done business in the past, was slow to  respond.  The other  dealer was constantly following up, giving me information I requested and asking me to visit for a test drive. I appreciated his  efforts.  He had a lot of hustle. So much so I felt compelled to visited him  and that very evening and he  sold me a car. This was the 3×8 follow up rule in action.

The ability to follow up in a timely manner is critical for sales  success.  It’s often difficult for non-sellers to stay on track and keep up the momentum.   To keep the 3×8 rule  simple you only need to follow two guides:

  1. Always follow up at least 8 times, if not more,  before giving up.  People are busy.  This is the advice of Steve Schiffman shared in  Episode 8 of Sales Babble.
  2. Always follow up with a prospective customer every three days (great advice from Thomas Ellis in an upcoming Sales Babble interview)

Each follow up call should be a conversation, uncovering the needs and desires of the prospect. The opportunity you’re working  may take awhile to close, or on the other hand,  they buyer may want to make a decision quickly. Its important to not make any assumptions. Now put the 3×8 follow up rule into action.

Follow up quickly and follow up often.

Would you like to win a copy of Profit Heroes by Bob Rickert?   Enter your name and mailing address(any where in the world, I’ll pick up the postage)  below by June 23rd 2014 to  place your name in a raffle  to be  announced on Tuesday June 24th. This is a great book and that any small business professional or seller will find of value. It’s practical, pragmatic and fun to read. No kidding!

Enter today by filling out the form here.

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Cold Calling Techniques, an Interview with Stephen Schiffman #8

We train coach consult and teach a selling style that fits your personality and works.

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Stephen Schiffman Cold CallingCold Calling Techniques, with Stephen Schiffman

In this episode we address one of the largest hurdles entrepreneurs face in their career: cold calling.  We interview Stephen Schiffman, the  leader and  motivational sales trainer who  literally wrote the book on cold calling.  Stephen takes us through a strategy of cold calling techniques and the tactics you need to get an appointment. It’s an honor to have him join the  Sales Babble sales podcast.

 

Right-click here to download the MP3

Cold Calling Scripts, Tips and Advice

In the interview Stephen shared a cold calling process:

  • The goal  of a cold call is to get an appointment.
  • You should always  have  a reason for calling e.g. I was working with a company like yours or my boss asked me to call you.
  • Always always  listen to what they say to find a “ledge”. A ledge is a statement you can use to further the conversation and search for reasons  they would agree to meet.
  • Keep asking questions to solicit enough interest that they agree to an appointment.

 

How to find Stephen Schiffman 

In this podcast we mentioned  the following resources:

Breakthrough

Do you have set cold calling script that makes it easier for you to make calls? Or does the whole thing frighten you?  Please take a moment and leave a comment on Sales Babble or  the Facebook page .   What’s the first thing that comes to mind when you think of cold calling?

Listen To Jill Konrath’s Cold Calling Script.  Click here now!

What do you think?

Last weeks episode from Bob Terson generated a lot of interest in Sales Babble sales podcast and I really appreciate all the people who have taken time to Like us on Facebook and give us great reviews on iTunes. Thank you.

Lastly did you know on each Thursday there is a blog post posted on Sales Babble?  Go www.salesbabble.com/blog to see our  latest and greatest actionable advice on sales.

Again thanks so much for being here .  I really appreciate it

20 Secrets of Sales Success

I have an opinion that’s contrary to what many people think. I believe anyone can learn sales. I reject the idea that you either “have it”, or you don’t. With practice and patience, I believe anyone can become proficient at finding clients, building relationships, and providing value. Let me prove it.  Instantly download the  20 Secrets For Sales Success.

Cold Calling Tips

Let’s keep up the conversation on the Sales Babble sales podcast. Listen now!