Free Webinar: 4 Steps to Win Sales through Cold Calling http:
//tinyurl . com/ccayza Psychology of Cold Calling
Caller Reluctance is Natural
Warm Referral v. Cold Contact
Expect a Conditioned Resistance
Psychology of Cold Calling
Typically only 5% of your target market is actively looking at
any given time
Free Webinar: 4 Steps to Win Sales through Cold Calling
http://tinyurl.com/ccayza Percent of Your Target Market Disposition
at any Given Time 5% Actively seeking a specific solution 30% Aware
they have the problem, but not sure how to solve the problem 30%
Have the problem, but are not aware of it or -dont have the
resources to address it 35% No interest
Optimize Your Time with a Plan Low Priority Low Urgency Low
Priority Low Urgency High Priority Low Urgency High Priority High
Urgency Priority Urgency Cold Calling is here Free Webinar: 4 Steps
to Win Sales through Cold Calling http: //tinyurl . com/ccayza
Property of Turnkey Meeting - Confidential Optimize Your Time
with a Plan
Plan Calling Time Effectively:
Before 9AM & After 5:00PM (may avoid Gate Keeper)
Friday afternoons
Avoid Monday Mornings
Preparation should be done the day before
Block Out Specific Times & Targets to Call
Have a Tracking System
Send emails after calling : Top of the pile
YOUR EMAIL
Optimize Your Time with a Plan Planned and consistent hunting
will optimize your sales cycles You will actually WARM your
prospect list as you go along. Eventually, calling your targets
will seem natural, like you know them, their organizations, and
their admins Free Webinar: 4 Steps to Win Sales through Cold
Calling http://tinyurl.com/ccayza
Property of Turnkey Meeting - Confidential Prepare for Your
Prospects
Know the specifics about who you are targeting (reference your
playbook)
Qualification Criteria Product X (examples) Target Titles &
Positions
COOs; Director of Supply Chain Management; Director of
Logistics
Support Decision Makers
CFOs; Directors of IS
Target Industries
Transportation; Shipping; Manufacturing; Heavy Equipment
Location(s)
US - Northeast
Size of Companies (employees and/or sales)
$20MM+
Other Qualifying Specifics
Does not outsource fleets
Fleets greater than 50
Prepare for Your Prospects
Research relevant information:
New regulations
Law suits
Threats in the Industry
Competitors
Strategic Initiatives
Mergers/ Acquisitions
Free Webinar: 4 Steps to Win Sales through Cold Calling http:
//tinyurl . com/ccayza
Mentally Prepare for Success Free Webinar: 4 Steps to Win Sales
through Cold Calling http: //tinyurl . com/ccayza
Set Goals & Measure
Track Calls
Number of Attempts
Number of Live Conversations
Number of Voicemails
Number Blocked
Number of Meetings Set
Calculate Time to Achieve Your Goals
Free Webinar: 4 Steps to Win Sales through Cold Calling
http://tinyurl.com/ccayza Attempts Live Vmail Blocked Meeting
Comments 50 5 43 2 1
Mary at ABC seems to be in her office in the mornings
Joes admin at XYZ is out on Fridays
Expect Success
Track your message effectiveness : treat failure as a
guide
Free Webinar: 4 Steps to Win Sales through Cold Calling
http://tinyurl.com/ccayza Message Target Response +/- Comments
Message 1 COO Negative Msg. 1s critical business issues arent
resonating Message 1 CFO Positive Msg. 1 resonated for CFO referred
to COO, asked to be kept in the loop Message 1 CEO Neutral Msg. 1
is mostly neutral for CEO immediate push to COO Message 2 COO No
Attempts Message 2 CFO Neutral Standard objections Message 2 CEO
Positive Good message for referral