Handling
Common Cold Call Objections - presented by Jim Domanski
Are
common cold call objections stopping you dead in your tracks and
preventing you from selling more?
There are two
sets of objections that most sales reps typically have to endure.
The first is the secretarial objections: questions that are designed
to ferret out a sales rep and steer them clear of the decision maker.
If you can’t deal with objections here, the game is already
over.
But getting
past a gatekeeper is only half the battle in cold calling. The other
half occurs when you actually reach the decision maker. You know
the kind of objections I mean: “I’m in a meeting,”
“I am busy right now”, “Call me later,”
“Send me something in the mail,” or the most dreaded
of cold call objections: “I am not interested.”
But
there is hope. The “Handling Common Cold Call Objections”
Workshop will help you crack the cold call objections code by providing
you with a variety of skills, techniques and processes. Culled from
sales reps across North America, these are the very best of tips
and tactics.
Here’s
some of what you will learn:
- The 4 Gatekeeper
Strategies
- The Tennis
Tactic for Getting Past Gatekeeper Objections
- The 2 Strategies
to You MUST Know when Dealing With Decision Maker Objections
- How to Prevent
Most Knee Jerk Objections
- The E.I.A
Process of Handling “Knee Jerk Objections”
- The 5 Most
Common Knee Jerk Objections and How to Deal with Them
- The Knee
Jerk Objections Job Aid
- Why Smokescreens
Really Exist
- The 4 Steps
to Identifying and Overcoming Smokescreen Objections
- Clarifying
Questions and Techniques
This workshop
might be the best 60 minutes you invest this year. By mastering
these techniques you will:
- Waste
less time dealing with gatekeeper
- Get through
to more decision makers
- Get decision
makers to listen longer
- Reduce the
sales cycle by identifying tire kickers and other time
wasters
- Sell more
product!
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Voicemail
Messages That Get Results - presented by Stephen Waterhouse
I was talking
with Rob, a neighbor who is has been selling for over 20 years.
I asked him what he does when he gets a prospects voice mail. "I
hang up", he said. "I never know what to say and they
never call back anyway."
Too
bad!
We know from
our studies that voice mail may be your only way to reach your important
contacts. We also know that good voice mail messages get results.
You know buyers
who never answer their phones. . . They screen everyone through
voice mail and you just can't get through.
One of my clients
asked a buyer to address his sales team at their national sales
meeting. I was there to hear him say, "I never answer my business
phone. I let every call go to voice mail all day. Once a day, I
quickly review the calls and delete most of them. The ones
that get called back are the ones that have learned the secret to
using voice mail effectively." Then
he said, "Once you get a call back from me, you get my cell
number. That's your ticket to bypassing voice mail."
Here is what
you know for sure:
- People need
what you are offering.
- People are
too busy to talk with you.
- Those same
people will stop what they are doing and call you back when they
hear the right message.
I have spent
my entire career developing better sales techniques and helping
others learn to use them. As the old saying goes, "Nothing
happens until something is sold". And nothing can be sold until
the buyer hears the right message.
Learn how to:
- Develop a
formula for simple voice mail messages that work.
- Cause the
people who need what you are offering to call you back.
- Use this
process equally with products and/or services,
high-end and/or low-end offerings.
- Develop a
message that is not deceitful, deceptive,
or "canned".
- Much more
. . .
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10
Ways to Get Past The Gatekeeper And/Or Get Your Calls Returned -
presented by Gerry Layo
Voice
Mail Victims...Unite!
What can be
done to radically increase your chances of getting a call back?
Ask yourself these questions:
- "How
many of my calls get returned?"
- "How
exciting or intriguing are my messages?"
- "Do
I know the key phases that create a desire to respond?"
You are not
alone....only 8.4 of all voice mails get returned!
Learn TEN of
the most outstanding, creative ways to use the voice mail to get
your calls returned by the decision maker!
Gerry Layo of
Professional Sales Coach, Inc. is bringing you ten more of the Top
Tactics to navigate that Voice Mail Monster that
we all face in telephone communication today!
Our very 1st
teleseminar in this Top 10 Sales Mastery Series over a year ago
was entitled The Top
10 ways to Get Through the Gatekeeper and Get Your Call Returned.
In that teleseminar, Gerry Layo shared several ways to better work
with the gatekeeper in order to get to the decision makers. To this
day, that is one of the best selling teleseminars and CDs of the
entire series.
This latest
addition of our teleseminar series is entitled "The Top Ten
Voice Mail Tactics of The Top Sales Pros."
- Want to get
bailed out of voice mail jail?
- Want some
sure fire ways to get your call returned?
- Want to learn
creative and intriguing ways to get around the electronic gatekeeper
every time?
It is the salesperson's
responsibility an DUTY to be creative, and innovative in today's
marketplace. Are you the least bit intriguing or creative in your
approach? It seems that there are armies of sales people out there
that are doing and saying the same thing. This is YOUR CALL to stand
out and be recognized!
See why this
is Gerry's most reqeusted seminar.
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