COLD CALLING FOR COWARDS

Here's what you'll learn...

Grunk: Cavemen do it, teenagers do it – even soccer moms do it Sale’s dirty little secret: what I learned from my billionaire boss. What do you think about cold calling? “It makes me want to throw up.” No really. Don’t beat around the bush. Tell me. “Do you believe in love at first sight? Or should I walk by again?” The five levels of cold calling. One will steal your competitors’ customer lists and they’ll never know what hit them. The three buying decisions buyers make. What you sell isn’t #1. Or even #2.

Get a Clue!: This question reveals a gold mine of hidden information Ask “How are you today?” at your own peril. Discover what Simon Cowell, a Supreme Court Justice, a television newsreader, and Robin Williams have – and not have – in common. Of the four personalities, one wants you to shut up, one puts you off, one wants to “mommy” you, and one will give you a laundry list of good things to say about her. Unless you want the client to call the state patrol and his attorney to come looking for you, understand that there is a fine line between being persistent and being a stalker.

This One Word Will Give You the Courage: Take a butterfly to Starbucks? When butterflies invite all their rowdy friends. Even works on that landfill your kids have in their room upstairs. How to win sales contests by collecting the most rejections. Don’t try telling your boss you don’t have the time to cold call after you hear this.

Three Levels of Prospects: It buys you time to think on your feet Unless you’re a missionary, forget about converting this group. They’re already doing business with your competitor? Great. Call your competitor and thank them for prepping the account. You’ll take over now. What the Harvard Business Review reveals. If you’re not the #2 vendor on the prospect’s list, you’re screwed because they’re not calling #3, #4, or #5. How to position yourself to be #2 until you’re #1. The lessons you can learn from Lehman Brothers, Bear Stearns, WaMu, Wachovia, and AIG.

Gatekeepers: Three strategies to unlock more doors The Executive Assistant technique works great on large companies where you have no hope of talking with the real head honchos. The Space Needle technique turns their voicemail into your secret agent for getting the right person. The Big Apple technique works when they’ve dropped off the face of the earth.

To Script or Not to Script: et tu Shakespeare? What I learned from The Millionaires’ Magician: stand up and show this deck of cards to the audience.  Why are you so surprised? There is a one in three chance this will happen on each call. Just because you can dial a phone, speak, and have product knowledge doesn’t make you a good salesperson. If I gave you a wand and a deck of cards does that make you a magician? Wake up! Why did you say that? Can’t you predict how they’ll respond? What do you want to happen? What do you need to change to make it happen? Creating new sales opportunities? It’s all up to you – and you alone. No one gives diddly squat about doing it for you.