Articles under ‘Cold Calling’

Although cold calling may not be the most effective form of lead generation in terms of conversion rates, I would not rule out cold calling if you need to get some momentum in your business development. I have a client whom since biting the bullet and starting to make the calls has started getting loads more referrals. Weird eh?!!

He listened to the excellent free audios and videos on this site on cold calling by leading experts to learn some key strategies. We then worked out his approach and did some role playing and objection handling to help build his confidence.

Listening to the experts really got him to realise that his objective was to find people with the problems he can fix rather than try and push people into buying things they don’t really need. Once he had evidence that people with these problems were open to his solutions it took his motivation to a whole new level. It is as if the blinkers were removed from his eyes and now there is no stopping him! The enthusiasm has spilled over to his other forms of lead generation and the cash is beginning to flow.

I am sure he will take some of that cash and invest it in the excellent offline courses by the trainers on this site. However, the material was enough to help him make a breakthrough and start getting his business onto an even keel.

Job done!!

I was talking to a business owner recently who has been struggling with sales for quite a while. The struggle has been with herself which is bizarre as she has displayed to me on many occasions that she has the potential to be very good at sales. Yet it is clear that she has a general dislike for sales people. This dislike is holding her back just like it once held me back. It was only when I realised that not all sales people behaved like they were selling double glazing that I made significant progress!

Have you considered using a tele-marketing agency to generate more leads for your business? I regularly come across business owners who have invested in tele-marketing only to be left with a large bill and nothing to show for it. I also come across business owners who swear by tele-marketing and sometimes they have been using the same agency as other business owners who have had a bad experience!

What is the difference between a successful campaign and one that is doomed to failure? What should you really expect from a tele-marketing agency and is it a potential option for your business? In this teleseminar recording I interview chartered marketer Nigel Woods. Nigel runs a successful telemarketing agency and I find out from Nigel how to maximise the return from any tele-marketing campaign.

One of the most important skills that Dale Carnegie taught with respect to sales is the importance of seeing things from the perspective of your prospects and clients. If you are not getting the response you expect then it can help to look at the other side of the story.
AMANDA’s STORY
Amanda is confused. She is [...]

We know we should be making cold calls but how do we build up enough confidence to make the calls? and how to we increase the chances that the person we are calling is going to want to take our call?

This video based mini-course is a cut down version of a full workshop and covers the GO FLIRT! system for boosting confidence and contains exercises designed to help you build your confidence in making the calls and also making your calls more effective.

I have just finished a coaching call with a sales manager who implemented a simple technique to increase the number of cold calls made by a couple of his team members. He said that by using this technique they doubled the number of calls made and both people felt great in the process. Previously they [...]

In this recording I am interviewing David Festenstein on how to gain appointments with senior executives within large companies. David does this professionally for IT companies and is sharing his his 7 golden secrets which he has developed over many years of experience. On this recording we go into each in some detail but to summarise the 7 secrets:

In recent free teleseminar David Festenstein of TeleOpen who was talking to us about using cold calling to gain appointments with senior executives of large companies. We had a good sized audience with lots of great questions being posed.

David started off explaining why normal cold calling approaches are less effective with senior decision makers and why people who are OK with cold calling in general, shy away from calling senior decision makers.

David makes such calls every day on behalf of his clients and gave us tips in 7 key areas to help us become more effective in gaining appointments with senior decision makers:

Sales is a fantastic vehicle for personal development. It involves confronting your fears, stretching your comfort zone, and expanding your thinking. It takes courage to do things you find uncomfortable. Learning to sell requires courage!
Courage is also known as bravery. It is the ability to face fear, pain, danger, uncertainty or intimidation. It is called [...]

This is a recording of a tele-seminar with Chris Mather, a very successful regional sales manager of a company that sells door to door. The idea was that there is probably lots of insights to be gained from a style of selling where rejection happens on a major scale. We were not disappointed! Although a [...]