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A Cold Calling Sales Method
Over the past few months, I have taken on the responsibility of sales through a cold calling project. To be candid, I have never been a fan of cold calling. My personal belief is that you grow sales...
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Cold Calling Step 1: Defining the Target Market and What It Values
Ted Williams, one of the greatest baseball hitters of all times, once said that the secret to good hitting was getting a good pitch to hit. He could just have easily been talking about successful cold...
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Cold Calling Step 2: Understand the Product and Align Its Capabilities to the...
All salespeople have a natural tendency to become very related to the products that we sell. This occurs because nearly all of our conversations within our company and to our prospects revolve around...
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Cold Calling Step 3: Creating the Presentation Script
When it comes to cold calling, there is tremendous value in organizing one’s thoughts in advance. Doing so in writing has significant advantages including (1) being better prepared as to what you wish...
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Cold Calling Step 4: Getting Your Voice
Having prepared your script does not mean that your presentation is in any way refined nor that you are ready to begin the cold calling campaign. There is a reasonable (some would say, likely) chance...
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Cold Calling Step 5: Identifying the Right Person for Your Sales Presentation
All too often, we limit the equation of success to having a product with specific benefits and a compelling presentation. But if your presentation is conveyed to the wrong audience, it will be met with...
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Cold Calling Step 6: Transforming the Sales Script into a Voice Mail that...
A script works great if you have the opportunity to speak directly to the targeted prospect. More often than not, you will end up in a voice mail. Many people view this as the worst possible scenario....
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Cold Calling Step 7: Build Engaging Supporting Materials
One of the final elements of the cold calling preparation process is to make sure that you have meaningful and stimulating supporting materials for those times when the prospect does not have the time...
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The Final Steps: Begin the Cold Calling Campaign, Modify as Needed and Track...
Everything that has been done until now has been designed to prepare you to begin the cold calling campaign. When you actually start the campaign, you test your assumptions, validate what you thought...
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