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Lessons from 100,000 Cold Calls: Selling Techniques That Work…No Matter How Many Calls You Make
Stewart Rogers has made 100,000 cold calls…and lived to tell about it. Now, in Lessons from 100,000 Cold Calls, this veteran sales pro shows salespeople how to cold call their way to success.
Compiling his lessons and techniques into an easy-to-use guide, Rogers shows salespeople how to:
-Set realistic, yet challenging goals -Build a master database of sales prospects -Write simple yet powerful scripts -Build immediate and intimate trust by phone -Sell concept and credibility in 60 seconds -Sell ethically by phone
Free audio samples available for download online will help readers hone their phone and selling skills. B2B telemarketing is as hot as ever, and Lessons from 100,000 Cold Calls is the one book salespeople need.
Compiling his lessons and techniques into an easy-to-use guide, Rogers shows salespeople how to:
-Set realistic, yet challenging goals -Build a master database of sales prospects -Write simple yet powerful scripts -Build immediate and intimate trust by phone -Sell concept and credibility in 60 seconds -Sell ethically by phone
Free audio samples available for download online will help readers hone their phone and selling skills. B2B telemarketing is as hot as ever, and Lessons from 100,000 Cold Calls is the one book salespeople need.
288 pages, Paperback
First published January 1, 2007
5 people are currently reading
55 people want to read
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Displaying 1 - 2 of 2 reviews
April 14, 2021
This book can be anything but not a sales book regarding cold calling don't waste your time
October 26, 2017
Summary of 100,000 Cold Calls Lessons – Stewarrt Rogers
1. There is always a few diamonds in the rough. Just a few diamonds is enough.
2. CC is the most effective tool to reach and qualify prospects.
3. Why People Buy
More: $$$, Comfortable, Praise, Keep Up, Important, Younger, Efficient, Friendship, Easy, Time, Protect, Style, Power, Opportunity, Love, Entertained, Organised, Safe, Energy, Acceptance, Fit & Healthy, Attract Opposite Sex, Opportunities, Emulate Idols, Superior, Trendy, Satisfy an Impulse, Satisfy an Appetite, Cleaner, Environment, Give, Hobby, Legacy.
Avoid: Criticism, Effort, Pain, Trouble, Reputation Loss, Stress,
-The Decision maker needs to Trust you and your Product.
-They want to be made to feel that they have a Great Deal and Relationship/Rapport Based Selling.
How to sell your company?
1) Call back warm clients, 2)Target your Client Neighbours/Industries
3)Hype your size
4)Age as an asset
5) Wow them with ur USP
How to connect
Be Nice
Tell the truth
Sound intelligent - speak clearly and coherently
Hear, Help and listen
Be Beautiful in Literature
Opportunity is everywhere
Two shoe salesmen find themselves in a rustic backward part of Africa. The first salesman wires back to his head office: “There is no prospect of sales. Natives do not wear shoes!” The other salesman wires: “No one wears shoes here. We can dominate the market. Send all possible stock.”
- Akio Morita, Co-Founder Sony
Ride on Events
Ride the Whirlwind – Merger, Acquisitions, Location, Leaders, Investors, Creditors, Market Change
When this happens? How can you position yourself?
Target Marketing - because you want to focus on the target that is relevant to you
Location – Area eg: KL, Selangor, Klang
Organisation – eg: Industry/Sole Proprietor/SME/,
Size – 50, 100, 200, 500+?
Revenue they are generating
Years in the Business
Nature of Biz – eg: Agriculture or Manufacturing?
Others - Branding
How to Sell to:…
Entrepreneurs: Sell on how it fits their Vision
Sole Proprietors: Help them Stay in Business and Stay Relevant
CEOs: Produce Results while minimizing risks
CFOs: They are concern about Cash Flows, Revenue Realization and Tax Consequences
COOs: They are about increasing efficiency and production, long term reduction in cost
CIOs: Sell them simplicity
Sales Managers: Show them the Money: how can I generate revenue?
Marketing Managers: Does it increase my branding, product education and lead generation?
Professionals: Stroke their ego by respecting their credentials and tend to be cautious with facts.
Educational Leaders: Avoid them, they over analyze everything.
Gov Officials: Offer Political Cover. Make sure that they look good in the eyes of the stakeholders.
Styles
Charismatic: Focus on Results , Be Starightforward, Use Visual Aids,
Thinker: Present Market Research, Customer Surveys, Case Studies, Benefit Analysis,
Skeptic: Establish credibility with someone the person trust
Follower: Use testimonials, Show that is low risks
Controller: Present “highly” structured ideas, make listener “own” the idea.
Tones: Use rhythmic and slower tone to show affection like talking to a friend.
Voice: Use strong, steady and harmonious beacons of sound that echoes the pace of the recipient.
Spark: Speak Smoothly (Fluency), Say it Distinctly (Enunciate), Warmth, Energy
Tips
Make a friend with the Gatekeeper
Always seek permission politely, Could you please advise me on… May I speak to… Would you help me too..
First 15 seconds (In your Call): Name, Company, Benefit, Purpose, Appointment
Supplementary source:
https://www.sourcebooks.com/extras/10...
1. There is always a few diamonds in the rough. Just a few diamonds is enough.
2. CC is the most effective tool to reach and qualify prospects.
3. Why People Buy
More: $$$, Comfortable, Praise, Keep Up, Important, Younger, Efficient, Friendship, Easy, Time, Protect, Style, Power, Opportunity, Love, Entertained, Organised, Safe, Energy, Acceptance, Fit & Healthy, Attract Opposite Sex, Opportunities, Emulate Idols, Superior, Trendy, Satisfy an Impulse, Satisfy an Appetite, Cleaner, Environment, Give, Hobby, Legacy.
Avoid: Criticism, Effort, Pain, Trouble, Reputation Loss, Stress,
-The Decision maker needs to Trust you and your Product.
-They want to be made to feel that they have a Great Deal and Relationship/Rapport Based Selling.
How to sell your company?
1) Call back warm clients, 2)Target your Client Neighbours/Industries
3)Hype your size
4)Age as an asset
5) Wow them with ur USP
How to connect
Be Nice
Tell the truth
Sound intelligent - speak clearly and coherently
Hear, Help and listen
Be Beautiful in Literature
Opportunity is everywhere
Two shoe salesmen find themselves in a rustic backward part of Africa. The first salesman wires back to his head office: “There is no prospect of sales. Natives do not wear shoes!” The other salesman wires: “No one wears shoes here. We can dominate the market. Send all possible stock.”
- Akio Morita, Co-Founder Sony
Ride on Events
Ride the Whirlwind – Merger, Acquisitions, Location, Leaders, Investors, Creditors, Market Change
When this happens? How can you position yourself?
Target Marketing - because you want to focus on the target that is relevant to you
Location – Area eg: KL, Selangor, Klang
Organisation – eg: Industry/Sole Proprietor/SME/,
Size – 50, 100, 200, 500+?
Revenue they are generating
Years in the Business
Nature of Biz – eg: Agriculture or Manufacturing?
Others - Branding
How to Sell to:…
Entrepreneurs: Sell on how it fits their Vision
Sole Proprietors: Help them Stay in Business and Stay Relevant
CEOs: Produce Results while minimizing risks
CFOs: They are concern about Cash Flows, Revenue Realization and Tax Consequences
COOs: They are about increasing efficiency and production, long term reduction in cost
CIOs: Sell them simplicity
Sales Managers: Show them the Money: how can I generate revenue?
Marketing Managers: Does it increase my branding, product education and lead generation?
Professionals: Stroke their ego by respecting their credentials and tend to be cautious with facts.
Educational Leaders: Avoid them, they over analyze everything.
Gov Officials: Offer Political Cover. Make sure that they look good in the eyes of the stakeholders.
Styles
Charismatic: Focus on Results , Be Starightforward, Use Visual Aids,
Thinker: Present Market Research, Customer Surveys, Case Studies, Benefit Analysis,
Skeptic: Establish credibility with someone the person trust
Follower: Use testimonials, Show that is low risks
Controller: Present “highly” structured ideas, make listener “own” the idea.
Tones: Use rhythmic and slower tone to show affection like talking to a friend.
Voice: Use strong, steady and harmonious beacons of sound that echoes the pace of the recipient.
Spark: Speak Smoothly (Fluency), Say it Distinctly (Enunciate), Warmth, Energy
Tips
Make a friend with the Gatekeeper
Always seek permission politely, Could you please advise me on… May I speak to… Would you help me too..
First 15 seconds (In your Call): Name, Company, Benefit, Purpose, Appointment
Supplementary source:
https://www.sourcebooks.com/extras/10...
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Displaying 1 - 2 of 2 reviews