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Dear Husain: Please Help Me Make Cold Calls!
October 24, 2015

Dear Husain: Please Help Me Make Cold Calls!


Greeting Sales and Marketer!

Dear Husain: Can You Help Me Make Cold Calls? (video response)

the HARDEST thing about making COLD CALLS is getting (yourself) ORGANIZED

listen: if you HAVE a list and a phone then GO CRUNCH NUMBERS

20-30 calls (minus voicemails and aways) = 3-5 CONVERSATIONS

"convos" are basically CONNECTIONS with interested SUSPECTS/ PROSPECTS

now, you simply move the process along the Sales Process

each TOUCH is a mini-SALES call where you hit the 5 Steps of Cold Calls

PERMISSION - "This is _________ with _________: do you have a MINUTE?" HOOK: "We help customers like you acheive __________ and reduce _______" PERMISSION - "May I have the HONOR of sharing key concepts with you?" SQUEEZE: THIS is where you have your "pitch" CLOSE: "If that sounds good may we [proceed to NEXT STEP]"

these are semi-arbitrary classifications that i keep updating in order to mould to different sales situations and environments -- if you are a TRANSACTIONAL salesperson (1-call close!) then you repeat and rinse out a credit card number or what-have-you

if you sell an ENTERPRISE solution and not a commodity, the chances are you are looking at a price point in the $1000s (and not $100s)

PLEASE re-read my Google-ranked articles on Cold Calling: I cover EVERYTHING from scripts, tips and techniques to qualification, mindset and (way) MORE

making cold calls will BRIGHTEN up your day

i worked with IBM on Lead Generation and one of the questions they asked me in the INTERVIEW was: what is the BEST part of sales? i said that it was the INTERACTION with people

just like a server at a restaurant has a new experience with each different set of customers and never suffers from MONOTONY, so will phone sales you NEVER know who you are going to get

you can spend HOURS on the phone with customers - talk time is SALES! - and as well spend long times with people in GENERAL who freshen up your day and lift your spirits by allowing you to converse and share with them

at the end of the day, there is NO "rejection" if you do the double-permission-asking: if the person is a JERK then don't worry about it; your "jerk quota" for the WEEK will be used up

on the OTHER hand, if they present REAL problems with qualification and are NOT the right fit for you - you CANNOT close EVERY deal - then simply bow out (PROFESSIONALLY) and move on

KEEP CALLING AND YOU WILL GET BETTER

TALK TO MORE PEOPLE TO BE ABLE TO TALK TO MORE

SALES IS SMILES AND SO KEEP IT LIGHT

Cheers,
Husain
(425) 835-3581
husain@sales-and-marketing-for-you.com
www.sales-and-marketing-for-you.com

Sales is SMILES, Marketing is MEASUREMENT

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