The Cold Calling Secret: Discover the cold calling techniques used by the world’s top salespeople (2nd Edition)

Mark Boardman

Language: English

Pages: 390

ISBN: 2:00242476

Format: PDF / Kindle (mobi) / ePub


Publication Date: December 3, 2012

You are hours away from getting past gatekeepers, overcoming objections and making more sales!
What do the world’s most persuasive cold callers do that is different? Would you like to know?

The answer is that they do not cold call. They spend a little bit of time doing something else before they make the call to the decision maker….and it transforms a call from a cold one into a GREAT one.

Simple but powerful calling techniques revealed

Mark Boardman's research into how the best sales performers do their jobs has uncovered some surprising NEW and ground-breaking cold calling techniques.

The GOOD NEWS is that the techniques are not complex or difficult to apply. You will see that they are just common sense ways of selling. The strange thing is, you will almost certainly NOT have heard or read about them before.

For example, persuasive cold callers spend about 5 minutes before a call getting some information that completely changes the way the call is structured. They use the information to get straight to the decision maker and then use powerful cold calling scripts that get results.

THE COLD CALLING SECRET reveals ALL the new cold calling techniques and cold calling scripts…and much more.

Here are a few of the sales techniques revealed in the book:

Objection Handling

You will learn how to easily overcome the following objections:

· Send some literature

· I’m not interested

· We’re very happy with our current supplier

· We don’t have any budget

· I haven’t got time right now

Voicemail

· You will be shown 5 techniques that will get all your voicemails returned.

Cold Calling Techniques

…applies to telesales AND field sales (outside sales)

· You will learn some clever telephone techniques that get you past the gatekeeper (screener) and straight through to the decision maker….every time!

· You will be shown a sales technique you can use to get decision makers interested in your product and keen to discuss it further.

Cold Calling Scripts

· You will get word for word cold calling scripts that you can easily adapt to use on your own sales calls.

· You will even get the exact scripts to use when you get an objection.

Sales Lead Generation

· As a bonus you will be shown 14 very effective sales lead generation techniques.

About the author

I have been selling for a living my whole life, but it was only when I ran my own business and became a 'buyer' that I became aware of the sales techniques contained in this book. Since then I have helped many telesales people, field (outside) salespeople, sales managers and business owners rid themselves of the toils of cold calling. I really hope I can do the same for you with this book, and you can start to enjoy selling again.

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Negotiation

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

listener and more often than not it stops objections occurring. Let’s say for example that from my internet research I have found the name Sarah Jones, who I know is an employee, but I don’t know exactly how she fits into the organization. I just know that she is fairly senior in the company. On the first Fact Finding call I can say: “Hi my name is Mark Boardman from AB Systems, we provide XYZ products. I am planning to speak to Sarah Jones and I’ve looked on your website trying to get contact

to which e mail addresses. When they go (day of the week or month.) What time of day. How often (weekly, monthly, quarterly.) So you use the software to ‘program in’ the newsletter campaigns, and then sit back and watch the system do all the work for you. For example if you built 12 separate email newsletters and you wanted to send your prospects email newsletters every 2 weeks then you would program the auto responder system to send your first email newsletter to your email list. It would then

Conclusion: The bottom line is that most courses and books on the subject of sales, in my humble opinion, haven’t yet got it right. I hope I have addressed that problem in ‘The Cold Calling Secret’. What top salespeople do, and what buyers love to see and hear, is not to be read or studied in standard books and courses. This book is not generic, it is specific. It tells you precisely what to do and how to do it. It is not written solely from a sales perspective, but both a sales and a buying

confirmed attendees is to attempt to get more people from their organization to come with them. Explain that there are other people in their organization that you have invited that you haven’t heard back from yet. If he agrees to speak with his colleagues then send another e mail invite to him to forward to his colleagues, and then follow that up with another call. Even if you have only invited one contact you can suggest to your contact that the seminar is particularly beneficial for financial

industry? What R&D is taking place and how is your company involved in it? What are the most recent big news items in your industry? For example are there any impending company take over’s /mergers? Having industry knowledge can really set you apart from the salespeople who work for your competitors. Decision makers and senior executives make it their business to understand their own industry trends. So when they hear salespeople talking with knowledge and authority about their industry they feel

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