| Sales executives say, "We know what to do | | | | those who are unsuccessful with prospecting calls? |
| once we are in a meeting with the executive" and | | | | They say: |
| go on to confess, "We just do not now how to | | | | 1). When you call, keep in mind that the one |
| consistently schedule on the executive calendar." | | | | person the executive has chosen to trust to |
| These same executives want answers to many | | | | manage the daily affairs of that office is the |
| "how-to" questions asked by their sales | | | | executive assistant. Sometimes the obvious |
| professionals. Questions like:o Which words do I | | | | escapes us. Be sure to treat the assistant with |
| use on the phone to break through to the | | | | respect. If you feel short tempered or frustrated |
| executive?o How do I sell my product/services in | | | | by the executive assistants you encounter stay |
| a way the executive will want to buy?o What | | | | off of the phones until you regain composure. |
| golden keys will make the gatekeeper my | | | | 2) Tell your prospects what your business has to |
| friend?o How do I overcome the objections given | | | | offer that'll make their business better. Your |
| by my prospects? | | | | prospects don't need to know all of the intricacies |
| Each question has an answer that will leverage the | | | | of your business. You know the intricacies of your |
| cold calls of professionals for consistent success. | | | | business, more important you know the impact |
| Before answering these questions, let's look at | | | | your business can have on the prospect's |
| the common threads running throughout | | | | business. |
| unsuccessful prospecting calls: | | | | 3) Say "Thank you!" and "I appreciate your |
| The initial prospect calls and | | | | patience and your help." Let the assistant and the |
| appointments are scheduled with a low-level | | | | executive know that you appreciate and value |
| purchasing authority that is unable to appreciate | | | | them. These few words will position you head and |
| and value the sales pro's offer. | | | | shoulders above your colleagues. Most forget to |
| The majority of the time spent on the | | | | have an attitude of gratitude. This alone will make |
| prospecting phone call involves explaining products | | | | you memorable. |
| and services, a condensed version their two | | | | 4) You know you're going to hear objections, so |
| years of product training. | | | | plan in advance to say "Great!" every single time |
| The executive assistant is viewed as | | | | an objection comes your way. The worst that'll |
| an obstacle, a gatekeeper | | | | happen is you and your prospect will share |
| Objections are taken personally and | | | | laughter on the phone. Laughter builds trust. Trust |
| sales people feel as though they have been hit in | | | | is a good thing to have in a relationship-business |
| the stomach and rendered helpless. | | | | or otherwise. |
| What advise do successful cold callers offer to | | | | |