Cold Calling for Appointments - The Minimal Way

+4

No comments posted yet

Comments

Slide 1

I would like to start off by thanking you for buying this CD and more importantly for taking the time to go through it. As sales people, we know how difficult it is to take time off from the field and sit in one place to attend a training session. We also understand that you don’t want to listen to the usual ‘theory’ and’ gyan’. You want something that you can directly apply to your work from tomorrow. Since we have been sales people all our lives and have trained lots of sales people over the years, we understand the REAL problems you face on a day to day basis.

Slide 2

So let us start by looking at the issues commonly faced by sales people…

Slide 3

Meet Raj, a ‘regular’ sales person from the ’Usual’ company.

Slide 4

Like most sales people, Raj regularly performs the well-known magic trick called the ‘Vanishing Sales Pipeline’.

Slide 5

This is how the performance happens. At the beginning of the month, Raj has a big sales pipeline and is sure that he is going to have a bumper month. He starts by giving a huge sales projection to his manager and waits for the BIG pipeline to convert into BIG sales. As everyone watches, the vanishing act begins.

Slide 6

Suddenly a BIG customer postpones his order to the next month. Another customer cancels his order. The remaining customers suddenly discover that it is the wrong month to buy because there is Shraad, Diwali or Ramzaan.

Slide 7

Poor Raj! The pipeline vanishing trick results in the usual depressing sales figures. The next month Raj begins with a big pipeline once again and the stage is set for a repeat performance. Does this situation ring a bell?

Slide 8

Why does this happen? Why do most sales people end up with disappointing months, though they have strong a sales pipeline? Let us understand the reason using a simple comparison.

Slide 9

A sales pipeline works like a push pencil. By the way, have you seen a push pencil? A push pencil works like this: when you push the pointed lead from one end, a new lead comes out from the other end. A sales pipeline works exactly the same way.

Slide 10

When you log in a fresh case into the pipeline, a sale comes out. The pipeline though remains constant. A number of sales people get fooled every month by the richness of their pipeline. They think that it is the cases in the pipeline that determine the sales for the month. But, the reality is something else.

Slide 11

Your sales for the month is determined by the number of fresh cases you add and not the cases already present in your pipeline. This is a completely new way of looking at the sales pipeline.

Slide 12

Regular sales people like Raj, wait for the pipeline to convert, whereas excellent sales people prospect constantly and add new cases to the pipeline. Thus, they take control of their future and achieve consistent success.

Slide 13

So, here is the first lesson. Consistent sales success comes from consistent prospecting.

Slide 14

Realize that the situations we just saw are quite common to sales people, no matter what industry they are from. The excuses for poor sales performance may range from… “I have a very slow processing unit”. OR , “My customers suck my blood, by bargaining all the time” OR even “I am quite unlucky. My most promising customers seem to slip off to the competition at the last minute”. All these excuses seem so valid and may appear to have different causes of concern. But, if you take a moment to look deeper, all these sales issues have one common root cause.

Slide 15

The problem is that these sales people do not add enough new prospects to their pipeline constantly.

Slide 16

So, here is the writing on the wall: Most sales people fail not because they do not know how to sell; but because they do not find enough people to sell to. Whether you like it or not, the harsh reality in sales is - if you do not talk to enough people, you do not sell enough. Now, how do we get to talk to enough people?

Slide 17

When you do it the right way, cold calling gives you a huge competitive advantage. Wonder why? The reason is simple. Can you think of many sales people in your organization who actively cold call? Not many. Right? How many sales people in your competition do you think are cold calling regularly? I am sure there are not many.

Slide 18

It is because most sales people fear cold calling. They prefer to spend their time in office, waiting for the phone to ring or for marketing to provide ‘hot’ leads or even waiting for customers to walk-in.

Slide 19

When they finally decide to get down from their ivory tower and pick up the phone, there is no one to guide them on how cold call effectively.

Slide 20

If they refer to books on the subject, they find that most books on cold calling are written by foreign authors. These books do not deal with the issues we face in India. The phrases they use and the approach they take are just not suited to an Indian audience.

Slide 21

If sales people face approach their managers, they find that even the managers are not equipped to help them. Most managers neither have an idea of how to coach for cold calling nor do they have the right tools to support them.

Slide 22

That is why, when sales people seek help from their managers, the advice they ‘typically’ get is…

Slide 23

“Pick up the phone and call; you will overcome your fear eventually” This advice is like saying, “You will learn to swim if you jump into the river at the deep end”. All this suggestion does, is to reinforce the fear.

Slide 24

Unfortunately, even most sales training programs fail to teach how to fix up appointments by cold calling. They all start from the point where a sales person is in front of the customer and starts a sales conversation.

Slide 25

The training programs assume that all sales people are born with the skill of fixing appointments over the phone. You know this is not true.

Slide 26

At Metamorph, WE understand your concerns. We know that your real fear is not just about calling someone you do not know. The issue is something deeper.

Slide 27

The real problem you face is, you do not feel that you have a reason strong enough to call and disturb the prospect.

Slide 28

So, what is the solution? The only way you can learn to cold call effectively is…

Slide 29

…to build conviction in the value you offer to a prospect. Let us imagine that you are watching a movie in a theatre. You suddenly notice that a fire has erupted in your corner and has started spreading. Will you hesitate to raise your voice and get the attention of others in the theatre? Will you be afraid of interrupting someone’s enjoyment? Of course not. In that situation, you do not hesitate because you are more worried about their safety than their being disturbed. This is the same mindset you need to make a cold call. We will learn a method that builds that sense of purpose and develops enough conviction in you to call someone cold.

Slide 30

In this CD, we teach you the complete process of cold calling effectively in a step-by-step way

Slide 31

Now, you may have a question. “Why Metamorph to train you on cold calling?”

Slide 32

Here is the answer. The first point is - we are not armchair philosophers who teach impractical ‘theory’. Both the authors have strong sales background and have held senior positions in Multi-national organizations. Both have completed their post graduation from IIMs. To know more about us, please visit our website: www.metamorph.webs.com. We hate theory as much as you do. In this CD you will not see any idea that sounds ‘nice’ but which does not work on the ground.

Slide 33

The reason why we are so confident about the contents of this CD is that we make our living by cold calling. Today in Metamorph, we are a large team of telecallers who cold call customers to sell our products. We are quite successful in this business.

Slide 34

We have been working on cold calling so much that we have developed our own approach called ‘Minimal™’ , that cuts the complexity and confusion in any communication. In each section, we will clearly highlight the Minimal™ rules that will help you have a more meaningful conversation over the phone with your prospects.

Slide 35

We are not foreign authors who will waste your time talking about : - How to leave an effective voice mail - How to bypass gatekeepers etc We know very well that in our country people do not have the habit of checking or responding to their voice mail boxes. The issue of gatekeepers is not such a serious issue in India.

Slide 36

We work here in India, calling locations across the country. So we face the same problems that you do.

Slide 37

In this CD, the methods we teach are clean since you learn to get appointments by showcasing the value you offer to your prospects. We do not teach manipulative techniques to ‘trick’ your prospects into giving an appointment.

Slide 38

Here is the third reason why you should go with us. We understand that you cannot effectively learn about cold calling unless you hear the difference between a poor call and a good call. The only meaningful way to learn about cold calling is to listen to and analyze calls.

Slide 39

So in this CD, we give you loads of audio examples to help you evaluate the wrong approach and to learn the right method.

Slide 40

Here is our suggestion on how you can make this most of this CD. This CD is designed to be your guide throughout your career as a sales person. You can refer to the learning over and over again. Every time you see the content, you will notice some finer elements that you missed the previous time. What is more - when you become a mentor or a sales manager, you can train your team using this content. This CD is an investment for a lifetime.

Slide 42

This CD answers some important questions for sales people.

Slide 44

Thank you, this brings us to the end of the training program.

Slide 1

Cold Calling for Appointments

Slide 2

by looking at some common sales issues… Let us start … NOTE: Picture and audio quality has been reduced for playing on net

Slide 3

Meet Raj, a ‘regular’ sales person… Contact us: SMS CCFA to 9930 16 9191 or Email ccfa@metamorphtraining.com. For INDIA only

Slide 4

He is good at the Vanishing Sales Pipeline trick Vanishing Sales Pipeline

Slide 5

This is how the performance happens… Big Sales BIG SALES PIPELINE

Slide 6

The vanishing act… Actual Sales

Slide 7

Thus a BIG sales pipeline… …ends up as poor performance …over and over again!

Slide 8

Let us understand this using a simple comparison… Why does this happen?

Slide 9

Sales pipeline works like a push pencil As a point goes in…. A point comes out.

Slide 10

In the same way, in sales… Pipeline Fresh case log in A Sale

Slide 11

The way to get sales constantly… Pipeline

Slide 12

The difference is… Pipeline

Slide 13

Lesson 1: Consistent sales success comes from consistent prospecting

Slide 14

There may be different excuses… …but they all have one root cause

Slide 15

Not adding enough new prospects to the pipeline constantly

Slide 16

Writing on the wall Most sales people fail not because they do not know how to sell; but because they do not find enough people to sell to

Slide 17

Effective cold calling gives you a huge competitive advantage Your peers Your Competition

Slide 18

But most sales people cold calling fear

Slide 19

When they finally decide to learn the skill there is no one to guide them…

Slide 20

Most books on cold calling do not deal with the issues we face in India Issue 1 COLD CALLING GUIDE

Slide 21

Most Managers have no idea of how to coach for cold calling Issue 2

Slide 22

When sales people seek help… The advice they get is…

Slide 23

Pick up the phone and call; you will overcome your fear eventually

Slide 24

Issue 3 Most sales training programs ignore this subject…

Slide 25

They all assume that sales people have an inborn skill of fixing appointments on the phone

Slide 26

Realize… the fear is not just about calling a stranger

Slide 27

The real fear is about not having a substantial value to offer

Slide 28

As a sales person, the only way you can learn to cold call effectively is…

Slide 29

To build and convey the conviction in the value you offer to a prospect !!!!!

Slide 30

In this CD, we teach you a simple method to convey that conviction in step-by-step way

Slide 31

Why you should learn cold calling from us ?

Slide 32

Reason 1 We are not armchair philosophers who teach impractical ‘theory’ VISIT us at www.metamorph.webs.com

Slide 33

We make our living by cold calling

Slide 34

Our approach is called ‘Minimal™’

Slide 35

We do not give ‘foreign’ solutions to local problems Reason 2

Slide 36

…because we face the same conditions YOU face everyday

Slide 37

Our methods are clean… …and not manipulative

Slide 38

Reason 3 We understand that you learn cold calling by LISTENING and not just READING

Slide 39

Which is why this CD contains loads of audio examples

Slide 40

How to use this CD effectively? Useful throughout your career Refer to learn finer elements Useful tool as a sales manager The CD is…

Slide 41

CD contents: How many appointments to reach your sales target? Defining preferred prospects What you say: Developing a strong calling script Opening Create interest for appointment Handle Objections How you say : Avoiding Myths & Mistakes Work Habits to make the most of cold calling efforts

Slide 42

This CD answers questions like… How to overcome fear of cold calling? How to create a cold calling script that maximizes your chances for appointment? How to ask ‘turnaround’ question to handle objections? How to ask ‘tipping question’ to make customers want to meet you? How to define and target preferred prospects? How to analyze your script using the ‘4 factors test’? How to follow the right work habits for cold calling? What are the common mistakes sales people make in cold calling and how to avoid them?

Slide 43

A complete training package… The CD has complete voiceover It contains quiz, exercises’ and examples of cold calling scripts from many industries A printable workbook helps you develop your own script step-by-step

Slide 44

Contact us: SMS CCFA to 9930 16 9191 or Email ccfa@metamorphtraining.com

Summary: Cold calling for appointments taught step by step

Tags: cold calling sales appointments metamorph

URL: