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'Cold Calling Techniques (That really work)' by Stephan Schiffman

The title of this book gives the impression that this will be a book full of gimmicks so common place amongst books on cold calling. Yet nothing could be further from the truth. This is a goldmine of great advice that closely mirrors my philosophy of selling with integrity. It includes much about working with human nature and keeping the whole process simple. It clearly explains in very simple and humorous terms how many of the gimmicks that others use (including most closing techniques) are not only unnatural but also counter-productive.

All networked out!

I was recently talking to someone about networking and he exclaimed he was ‘all networked out’. It was not working for him and that he resigned himself to endless cold calls. Whether cold calling was right for him or not is a different matter. I was curious as to how he could be ‘all networked out’. I can never get enough networking and have to limit my time!

Punch above your weight!

If you are an expert in your field then the internet gives you an excellent platform for getting found by your target audience, to be seen as an expert, and ultimately to stimulate an enquiry. How can you increase the chances that someone searching for your expertise can actually find you? That was one of the main topics of this evening’s webinar where I interviewed Dr Alan Rae in relation to his research for Brunel University into small businesses that are ‘punching above their weight’ in terms of marketing.

Does your network sell for you?

Last night’s free online sales training for members of the Accidental Salesman Business Development Club featured Dave Clarke, CEO of NRG Networks, telling us how to get our network to sell for us. It was a well attended event and lots of questions posed by attendees – obviously a subject close to people’s hearts. The prospect of getting an ongoing stream of high quality referrals into your target market is a highly attractive one – but how do you go about it?

Ditch the pitch!

Sales trainers and regular sales people are normally big fans of elevator pitches. They assume that meeting people at random is no different to making a cold call. If you chuck enough mud against a brick wall, some of it might stick! Well I am totally opposed to pitching as a form of networking introduction. I do not believe it is that effective for cold calling either, but that’s another blog!

Seven Steps to Cold Calling Follow-up

Seven Steps to Cold Calling Follow-up

by Ari Galper, Founder of Unlock The Game®

Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening?

Crystal clear or clear as mud?

Do you have clarity of your business proposition? Do your prospects understand clearly what you can do for them and why it is important they talk to you? This is one of the most fundamental challenges accidental sales people have, in my experience. This is more important than selling skill.

improving your networking conversation skills

A great conversationalist is not born. He or she is made. I know that for a fact as I used to really struggle to join in a conversation except with people I knew very well. There are some easy steps to take to improve your conversation skills but it is something you need to work at. You just have to practice as often as so you can by walking up to people and at the same time enabling them to also talk to you.

Look and sound the part!

If you were considering a weight loss course you may be forgiven for believing that the program lacked credibility if the person running it was significantly overweight. The same could be said for a voice coach that has a squeaky and irritating voice. It does not matter that this person has helped lots of people lose weight or have a wonderful resonating voice. You assume that unless it is working for them it will not work for you either.

Show them the money! Show them the money!

Anyone who has been to one of my trainings know that I delight in drawing wisdom from movies. Its my excuse for indulging in my passion! There is nothing better than seeing a great movie on the big screen whilst munching on popcorn! Pure heaven!

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