5 Tips Before You Make that First Call

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coffee-2608864_640Before you make the call you are not looking forward to making …

Here is a step-by-step  template for your new employees

 Think first – before you make that call – about doing these 5 things:

1.) Before making cold calls, read the testimonials and positive quotes customers have written for – and about – you or your company’s products or services. They are important.

2.) Really read those testimonials and positive quotes because you will feel more confident when you make calls. 

3.) Approach your calls with the knowledge that you are helping people because you have a product or service that will make their lives better or easier.

4.) The prospects you are calling use or need what you have to offer.

5.)  And remember that you are the value. 

Important to prepare in advance

The questions you ask prospects are critical

Your initial question can establish rapport, trust and respect.

If they trust and like you they are more likely to become a loyal customer.

You can get to know their needs and wants better if you ask the right questions.

These would be fact finding – open-ended questions.

Examples – good open-ended questions:

  • “What went into the decision to purchase your copier?”
    (NOT “why did you buy that copier” which puts them on the defensive.)
  • “How are you currently handling back order situations?”
    (NOT “do you have a second source in case you have a back order situation?”)
  • “How would you describe that experience?”

With these questions you can uncover information that will allow you to come back on a follow up appointment and have the information that can motivate the prospect to purchase.

If you have questions, feel free to send me an email annbarr@annbarr.com and check this out

Thanks for reading – here’s wishing you a spectacular day!

Ann
PS. If you think you are not cut out for a sales job, read this
PPS. Information about my e-Course is on this page.

 

What is the Ann Barr e-Course?

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kyle-gregory-devaras-6RTM8EsD1T8-unsplashThanks for asking! (okay, you may not have asked, but you did click, so, thank you!)

The e-Course – What is it?

This is a one-to-one private 4-week once-a-week sales training and coaching e-Course conducted by Ann Barr by telephone and email.

In this e-Course you will:

  • Create opening statements that get attention instead of resistance
  • Find out what to do when a customer’s objection takes you by surprise
  • Learn how to avoid six costly mistakes that can reduce profit
  • Discover three ways to get through gate-keepers and
  • Seven ways to answer objections and
  • 10 ways to ask for the sale
  • Find out which voice mail messages will get your call returned
  • Learn the secrets of closing more sales than ever before

And

  • Learn how to create your own unique opening statement which will motivate prospects to become more interested and end up in more sales for you and
  • Use authentic words that will cause the prospect to trust you and feel that you are there to help her rather than “just get the sale.”
  • Find out which 4 words never to say at the beginning of your outbound phone calls.
  • Discover specific questions to ask the prospect that will motivate her to think and share important information you need to move forward with the sale.
  • You can see the registration form on this page.

Who this e-Course is Perfect for, who it is Not Perfect for and tuition

Who is This Course Perfect for?

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bruce-mars-xj8qrWvuOEs-unsplashWho is this e-Course Perfect for? And who is it Not right for?

It’s for committed new and experienced sales reps, owners, managers and team leaders who want one-to-one coaching, sales training, clarity and skills. This course is for action-takers who understand that success happens with consistent and focused effort.

I believe if you bring your unique personality, dedication and a positive approach, you can fully achieve your goals and experience the financial rewards you deserve.

Who this e-Course is Not right for

This program is not right if you are looking for new sales leads or a magical solution to achieving your goals without any effort.

This e-Course is a single person program. Meaning, one person at a time per e-Course. If you’d like to participate in the course along with a team leader or coworker, please enroll separately.

Tuition

Tuition is $597 per person. Payment is with PayPal which accepts all major credit cards. We are not currently set up to receive checks. If you are a Business Technology Association member, you can apply the substantial BTA Educational discount. 

Thanks for visiting!

If you have questions, send an email to annbarr@annbarr,com or phone me at 757-463-0924. If I am on the other line, please leave a voice mail message and I’ll return your call as soon as possible. 

I look forward to working with you and contributing to your ongoing success!

Ann BarrAnn

 

Best and Worst Time to Make Calls

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ocean-ng-L0xOtAnv94Y-unsplashWant to make sure you are making calls at the best – and not worst – time?

 Marketing surveys have found these important facts:

Best day to make sales calls is Wednesday.

Worst day is Friday – the second half.

Best time to make your calls: between 4 and 5 pm.

Second best time: between 11 am and noon.

But …

Not Everyone Pays Attention to These Marketing Surveys

Louise Jones did not pay attention to the “best and worst times to make calls.”

She used her “to-do list” to set her schedule. And it worked!  

Example

It was 4:45 on a rainy Friday afternoon when Louise picked up her phone.

She made a call on a day and at a time when experts say she should not have made a sales call.

Louise made a sale on that Friday afternoon.

Why was she successful at making that sale?

Because it didn’t matter to Louise that late Friday afternoon might not be a good time to contact clients.

It was on her To-Do list and she always followed her To-Do list. 

The Power of Positive Thinking

Her positive attitude and determination earned her a spot on the President’s list every year. Louise won cruises and trips to beautiful resorts. 

Most of us tell ourselves that Friday afternoon is a terrible time to call clients. And for most sales reps it IS a terrible time to make sales calls. That’s what the marketing surveys show.

Or Monday is not a good day to make sales calls.

When you think about it, though, it matters very much how we think about making those calls.

“The positive thinker sees the invisible, feels the intangible and achieves the impossible.”  – Winston Churchill
                                                           


Thanks for reading – here’s wishing you a positive day!

- Ann

 

For effective tips + ideas about what to say – and not say – during your calls, join my one-to-one e-Course!  Your BTA educational discount applies.