Phonesales101 Cornerstone

Secrets of Success for Selling on

the Phone

Nicholas Milne

Definition of a Cold Call

- A phone call to someone who is not expecting

contact

Otherwise known as:

Waste of Time

ImpossibleNot

EffectiveFrustrating

Is it true? Does everyone HATE cold calling?

Understand of the Mindset Your

Prospect

Let's say you're at your office and you're working away.

Caller: "Hello, my name's Nick. I'm with Cornerstone

Records Management. We offer a broad array of storage

management , document destruction services, electronic

media vaulting and other related services. Do you have a

few minutes?“

You think: "Uh-oh, another salesperson. I'm about to be sold

something. How fast can I get this person off the phone?“

Let’s talk about how to overcome this.

Cold calling is a viable lead source for any

company.

Average Daily Cold Call Stats

? Dials per week

15-25 Contacts

3-8 Qualified Appointments

weekly

12-24New Sales

Opportunities

Per Month

Secrets of the Cold Call

Key Tips

The Introduction

The Gatekeeper

The Appointment

Turn 30 seconds into 3 minutes

Email Secrets

Start with Dialogue, Not Selling

Scripts can be natural

Recognize & diffuse hidden pressures

• They are busy – You don’t want to bother them

Don’t take anything personally

Prepare mentally

• Every no gets you that much closer to a YES

Nicholas Milne

The Introduction

Smile and Dial

I know you’re busy.

Stroke The Ego (*WIFM)

Make the appointment

Nicholas Milne

What is your most pressing concern about gatekeepers (Receptionist )? How to:

29%

22%16%

13%

8%

6%

4% 2%

Survey

Get on my side

Pass them to the boss

Schedule an Appt

Stop going to

voicemail

Avoid them

Disarm them

Answer objections

The Gatekeeper: Gain Access or

Info

• Be friendly. sound like the boss’s friend.

Talk like you would talk to a friend

• Most are willing to share key information with you.

Just ask – email, number, time

• Simply asking will get you through many times.

If difficult, ask what’s the best way

• It will help them feel like you are one of them.

You are just calling to set up an appt for…

Nicholas Milne

Getting to the Appointment

•Conversational

•FlexibleBe Direct

•Stay within 1-3 days

•Ask, would 10 or 2 work best?Give 2 Times

•On the phone

• In an emailConfirmation

•They will have to confirm

•Now you know it’s on their calendarCalendar Invite

Turn 30 Seconds into 3 Minutes

•While on the phone, send your

Email

•Sometimes it goes to junk…

Got it?•Can you just

check if it…

Open?

•If you could just…

Click?•As you can

see, we provide…

Value!

Email Secrets

Simple

Clear

CredibleLinks

Blackberry

Secrets of Success for Selling on

the Phone

Nicholas Milne

Nicholas Milne