ROCK STAR DialingROCK STAR DialingWinning by Cold CallWinning by Cold Call

http://www.youtube.com/watch?v=2PtvLTZS4Ik

OUR GOALOUR GOAL

Buying Buying SignalsSignals

Agenda

• Who am I• 2 acronyms (LSS & HNS)• 4 Fundamental Principles• Reluctance Ammo• Q & A• Recap / Prizes

PRIZES

LEAST ACTIVE

2nd PLACE

1st PLACE – WINNER of 1st PLACE – WINNER of AWESOMENESSAWESOMENESS

Who Am I

•Same as you•10+ years of cold-call experience

•FutureCall - Supervisor•TeleTech - Director•MCI - Supervisor•SRP•Weichert

2 Acronyms

•LSS

•HNS

LSS

LEAD SINGER SYNDROME

Who is your favorite Rock Star/Musician?

LEAD SINGER SYNDROME

• This is my House– Corrie

• Mindset before you even start• What is a Telemarketer?• Telemarketer vs. Consultant• Value• Not arrogance, Calm – Cool

Confidence

HNS

HARVEY NASH SWAGGER

Show us your Swagger?

2 Acronyms

•LSS–Lead Singer Syndrome

•HNS–Harvey Nash Swagger–D-white vs. D-whizzle–What is your “Rock Star name?”

4 Fundamental Principles

1.Matching2.Make Sense3.Be an Inspiration4.Be You

MatchingMatching

• Tone – Mood – Intensity – Personality

• Let’s play the MATCHING GAME

• Each call is different• Make it Fun

Make SenseMake Sense

• BS – o – Meter • Paint a Picture• Take it slow• Know your “ISH”

– Internalize your script

• Tie Downs

Paint a Picture

Be an InspirationBe an Inspiration

• Telemarketer vs. Consultant

• We are affecting people’s lives

• Solving Problems• True value

Be YouBe You• You are not a script• Your words – organized

and specific• Give them a break from

crappy sales people• Know EXACTLY what you

are going to say

4 Fundamental Principles

1.Matching2.Make Sense3.Be an Inspiration4.Be You

Reluctance AmmoReluctance Ammo

•Immediate wall•Bullets•2 “No s”•Give them the Opportunity to Say YES!

ReluctanceReluctance•Most common Reluctance•Perfect

•That’s Great•That’s why I’m calling•I can see that

•Simple Question•What’s your team size•How are you acquiring talent•What are your current projects?

•Learn to distract and bring them back

SprintsSprints

• Have your calling list ready

• 30 minutes – call after call – no distractions

• Relax for 10• Back on

http://www.youtube.com/watch?v=emzARZsJntw

QUESTIONS

RecapRecap• 2 acronyms (LSS & HNS)• 4 Fundamental Principles

– Matching– Make Sense– Be an Inspiration– Be You

• Reluctance Ammo– Perfect– Short question– Destract – bring back

• Sprints

PRIZES

LEAST ACTIVE

2nd PLACE

1st PLACE – WINNER of 1st PLACE – WINNER of AWESOMENESSAWESOMENESS