Sales executives say, “We know what to do once we are in a meeting with the executive” and go on to confess, “We just do not now how to consistently schedule on the executive
calendar.”
These same executives want answers to many “how-to”
questions asked by their sales professionals. Questions
like:
• Which words do I use on the phone to break through to the
executive?
• How do I sell my product/services in a way the executive
will want to buy?
• What golden keys will make the gatekeeper my friend?
• How do I overcome the objections given by my prospects?
Each question has an answer that will leverage the cold
calls of professionals for consistent success. Before
answering these questions, let’s look at the common threads
running throughout unsuccessful prospecting calls:
 The initial prospect calls and appointments are
scheduled with a low-level purchasing authority that is
unable to appreciate and value the sales pro’s offer.
 The majority of the time spent on the prospecting
phone call involves explaining products and services, a
condensed version their two years of product training.
 The executive assistant is viewed as an obstacle,
a gatekeeper
 Objections are taken personally and sales people
feel as though they have been hit in the stomach and
rendered helpless.
What advise do successful cold callers offer to those who
are unsuccessful with prospecting calls? They say:
1). When you call, keep in mind that the one person the
executive has chosen to trust to manage the daily affairs
of that office is the executive assistant. Sometimes the
obvious escapes us. Be sure to treat the assistant with
respect. If you feel short tempered or frustrated by the
executive assistants you encounter stay off of the phones
until you regain composure.
2) Tell your prospects what your business has to offer
that’ll make their business better. Your prospects don’t
need to know all of the intricacies of your business. You
know the intricacies of your business, more important you
know the impact your business can have on the prospect’s
business.
3) Say “Thank you!” and “I appreciate your patience and
your help.” Let the assistant and the executive know that
you appreciate and value them. These few words will
position you head and shoulders above your colleagues. Most
forget to have an attitude of gratitude. This alone will
make you memorable.
4) You know you’re going to hear objections, so plan in
advance to say “Great!” every single time an objection
comes your way. The worst that’ll happen is you and your
prospect will share laughter on the phone. Laughter builds
trust. Trust is a good thing to have in a
relationship-business or otherwise.
—————————————————-
For your mini-course “Jealously Guarded Secrets to Cold
Calling Company Presidents†visit
http://www.ColdCallingExecutives.com ! Or call Cold Calling
Expert, Lead New Business Development Coach, Leslie Buterin
(like butterin’ bread) at (816) 554-3674 9-3 CST (that’s
Kansas City/Chicago Time) Find much more on our
http://www.ColdCallingExecutives.com/blog/index.html
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