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Cold Call Selling
Stop fearing what is easy, effective and FUN! Recession? Refuse to participate! Properly conducted cold calls are GOLD calls.
Objective:
Learn the essential skills of today's sales professional who needs to drum up new business, including how to cold call, knocking on doors and get to the decision maker. In this high-tech day and age, the art of cold calling is almost gone and so often overlooked. In an era when e-mails are not answered, voicemail prevents you from reaching decision makers and ‘gate keepers’ constantly thwart your efforts to get your message across, learn how you CAN get in to see people and how you CAN get in without an appointment. In this course, you will learn how to literally DOUBLE what you are selling now and how to keep yourself motivated to move to the next level in sales by being a Cold Call Professional.
Who Must Attend:
Sales representatives, independent contractors, small business owners, insurance agents, real estate agents, photocopy sales people, multi level marketers, network marketers, direct sales people, motorbike sales people, hotel and hospitality sales people, anyone wanting to make more sales through cold calling or anyone who trains sales people in cold calling.
Topics Include:
• The #1 CHALLENGE for sales people and how to handle it
• Fear Factor: How to master it before it masters you by controlling your emotions, self image, self esteem, self talk and lack of skills
• Pre-call planning: Make and break your success before you even get to their door
• Size them up but don’t judge the prospect
• First Contact: How to make a great first impression using NLP and good olde fashioned sales skills
• Two step phone call to appointment sales approach to gaining more accounts and more business…One or the Other will be done ‘cold’
• How to follow-up on referrals and advertising sales leads
• Cold call for cash... how to approach business people in their place of business to do business with you and know your SPECIFIC REASON to call on them
• How to probe to find their specific needs
• Listening skills to really hear what the prospect is saying
• How to open the prospects ‘filters’
• Questioning Skills: Asking questions from the heart, head, their learning modality and a new twist on the old “open-ended question” approach.
• Why it is essential to ask questions they cannot answer!
• Follow-up essentials and Action Plans…make your cold call efforts pay off in real cash dollars
• Sales letters that SIZZLE! (Hot new ways to make sales letters and cover letters that sell
• Stay in touch with prospects in CREATIVE ways
• Remember what your business has that no other business can offer!
• Building rapport & asking the RIGHT questions at the RIGHT time
• Learn "Podolinsky's Master Sales Presentation Skills"
• How to get referrals on a cold call, even if they say NO to your offer
• How to get FANTASTIC testimonial letters and then how to use them in cold calling
• The difference between "Relationship" and "hard sales" and how to handle both
• Turning the Tables... 10 ways to overcoming EVERY Objection on a cold call EVERY Time
• Fine-tuning your approach and why it is a work in progress
• Using the Internet as a new source of prospects
• Using networking groups to increase your sphere of influence
• Where to find your motivation when in a slump.
• Sales Motivation! How to keep it running high while cold calling for cash!
Methodology:
You can’t do this in a vacuum. After each section that Michael shares with the participants, they will get a chance to practice on each other. When they hit roadblocks, Michael will show them how to overcome those objections so that no matter what happens, there is a positive outcome for the sales professional. It is a little like playing with loaded dice…you just can’t lose!
Workshop Leader:
Michael A. Podolinsky CSP has been selling and cold call selling most of his life. He is an information specialist on cold call selling and building strong sales relationships with clients. He has sold for Moore Business Forms, the world's largest printer (cold call and relationship sales), Executone, then America's largest telephone interconnect company (hard-close cold call sales), Faber Advertising as Account Executive (phone cold call and relationship sales), assistant director (key marketer) in then America's largest martial arts school and as an entrepreneur for 24 years on straight commission (all sales & marketing functions.)
Now, his specialized knowledge is sought out on 6 continents in 33 countries. More than 11 million people worldwide have benefited from is potent information and inspiring message!
Having addressed over 3600 audiences for organizations like IBM, 3M, Prudential, AIA, Great Eastern Life, Coldwell Banker Realty, IDS Financial Services, TD&T Vietnam, Mobil Oil, BP, Singtel, Toshiba, Sheraton / Hyatt / Shangri-La / Holiday Inn / Westin Hotels and Resorts and over 700 others, he commands the experience to get this power message across to YOU.
Michael is the Prentice Hall author of 12 books, including: Mining For Gold and teaches sales people how to get prospects to open up and share essential information, Marketing Masters, The Great Persuaders, The Great Communicators, Go For Your Goals!, Winning At Work, Smart Leadership, E-mail and Voice Mail Tools and From Stress To Success. This means to you you are hiring the AUTHORity on the subject, not just someone who read a few books on the subject.
Michael produced a 44 minute motivational video called "Montai Magic... The Professional's Secret Weapon!" and hundreds of journal articles for Successful Selling magazine, Life Insurance Selling , Today's Manager , Meetings & Conventions magazine, Training Magazine and a host of others.
Michael was awarded CSP (Certified Speaking Professional) in 2008, recognised by the 6000 member Global Speakers Federation (GSF) and is one of 560 CSPs worldwide. He is the FIRST resident of Singapore to be awarded this designation and one of only 4 in all of Asia and the Middle East. This means to you he will be fun to listen to and learn from and that his clients believe in him and use him again and again.
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