Today, we had Karl Scheible come in to talk to us about cold calling. Here are my lessons learned:
Nobody can sell like an owner, it's difficult to transfer the passion of the product
BAT Triangle (Behavior, Attitude, Technical)
Pattern Interrupt - "Hi! This is Matt Pearson. This is a cold call, do you want to hang up now?"
Pendulum Theory - If the prospect is negative, be a little bit more negative. "Well, I'm not sure if we even need to talk."
If the prospect makes a declarative statement, make them argue with themselves. "Just lost a big client worth $30,000 / month." Response: "That's not that big". Prospect, "Yes it is a lot of money!"
5% of sales people pursue prospects for over 30-days. 70% of the market wants to know about a company for 9-months before buying. Good odds.
Having more prospects leads to more sales. NUMBERS GAME!!!
"Sales is about doing a little bit all the time, as opposed to a lot all of the time."
Belief -> Judgments -> Actions -> Results -> Reinforce my beliefs
You must insert a new belief to change the cycle.
Karl's belief: "Your opinion of me is none of my business."
Book Recommendation: "Your Erroneous Zones"
Areas of Belief that can affect your sales: (1) Non-Supportive Buy Cycle - High correlation with how you buy and how you sell. You will apply your beliefs holistically to the world. (2) Need for Approval - You will not get your needs for approval met on a sales call. #1 killer of sales people. We believe our accomplishments determine our net worth. (3) Emotional Control - You won't listen if you don't have control of your emotions. (4) Money Tolerance - You have to believe in the value of your product... not apply the belief in the amount of the dollars to you. (5) Record Collection - Can't call up top. The lower your call, the more pressure is put on you because that's where everybody else is calling.
Gatekeepers: negotiate an upfront contract, tell them they probably know the company best anyway and ask whether he's the right person to speak with.
Emails: "How long will it take to review and let's set up a time to discuss it."
