Power Point covering the essential aspects of running a personal cold calling program.

1. Gary D. Seale
Principal
Trucon Business Development

2. Have the Right Tools
 Viable CRM and the Knowledge to use it
 Computer and screen
 Remember personal ergonomics
 Strong Wifi or line connection

3. Have the Right Tools
Keyboard skills or yellow pad
Give yourself a physical/mental break
Reminder Scrip in front of you
Scrip available for copy paste and resending w/graphics

4. The Process
Introduction call
Ask for a specific name if at all possible
Ask permission to proceed – listen closely
Intro with name, company, a why answer or
primary differentiating capability
You have 45-60 seconds!
Ask permission to send a follow up e-mail
Send e-mail ASAP
Log in CRM – Set follow up date

5. Have the Right Attitude
 As the saying goes, 90 percent of everything in life is attitude. .
 Before you ever pick up the phone, you need to have the right
attitude.
 Before you make a call or sit down to type an email, the first
thing you should do is get your head wrapped around the
concept.
 You have the skills to sell in any situation. It doesn’t matter if
it’s 58 cents or $58

6. Believe in Your Product
 You’ve got to believe in what you’re selling.
 You’ve got to believe your product is worth at least 10 times
the money and the time your prospect will invest in it.
 Sell yourself before trying to sell anyone else

7. Be Persistent
 You’ve got to be willing to keep calling people back again and
again until you reach them and they are willing to speak with
you.
 InsideSales.com research has shown that on average, reps give
up after only 1.3 contact attempts. That’s not enough. Stats
reveal contact attempts of 8-12 times may be necessary.

8. Master the Pitch
 You’ve got to have your pitch down. That’s why scripts are
valuable and important.
 Whenever you’re making a sales call, whether it’s two minutes
or 14 minutes, you need to know your goal.
 What are you hoping to get out of that call? Is it to close a
deal? Is it to find out who the decision makers are? Is it to get
an appointment?
 Know your goal and tailor your pitch accordingly, because each
of these calls will require a slightly different approach.

9. The Significant Differentiating Claim
 We do our best to provide call scripts with a strong
differentiating message.
 Your claim has to be something a prospect cannot regurgitate
and a competitor cannot imitate.
 In other words, your prospect can’t ignore your claim and your
competitors can’t match its value.
 Your claim must become a hook that sinks so deep in the client
that it literally creates a picture they can’t erase.
 Nobody buys anything except for one reason, to solve a
problem

10. Self Control
 Before making a cold call, many people complain of nervous
jitters.
 No one likes rejection, but that’s part of the sales process.
 Every sales professional should remember that with each call,
they have everything to gain and very little to lose.
 Great salespeople know this and it serves as a powerful
confidence booster and motivator. - Trust God

11. The Best Value
 Every salesperson must believe they have high value,
regardless of price.
 What that means is you have to convince yourself that even if
you’re four times the price tag, you’re still the best value.
 Understand what makes you better. Why should someone buy
your product or service over anyone else’s, even when it’s
pricier? Drive home your differentiator!

12. Respect Your Prospects
 Treat everyone with respect.
 Sales reps who are calling people all day can start treating new
prospects like the last eight people they failed to sell. This is a
big problem with cold calls.
 You need to start fresh with every call and treat each new
prospect with respect.

13. The Database – Target Market
 Trucon works diligently to provide a database that is composed
of prospects that meet the target demographic for each
customer.
 No database is perfect and there will be employees who have
left the company, bad numbers or companies that have gone
out of business.
 It may be necessary to adjust the database if it is discovered
that the database is not directed at a viable group of
prospects.

14. 512-219-6677
www.truconbd.com
trucon@sbcglobal.net