Blast Through Your Sales Goals! Make yourself stand out with time-tested cold calling scripts and upselling techniques that actually work, so you can always make the sale — even when no one is buying. More Information Sales Management Managing sales means managing yourself. In my motivational speaking sessions, I share tips to help shift your mindset from one of scarcity to one of prosperity. We do this through time management techniques and productivity training that will benefit you and your prospects. I have read several books on sales and have interviewed several leaders on my podcast but no can hold a candle to Stephan Schiffman.
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Wining and dining potential clients certainly made Ortiz and his Miami, Fla. He quickly grew frustrated, but with the help of a sales coach, revamped his strategy. Ortiz cut his number of calls by two-thirds, but spent more time researching and weeding out prospects before picking up the phone.
Now, for every 25 cold calls, he usually gets five to seven meetings with potential clients. Cold calling need not be a source of angst for small-business owners. Here are seven successful strategies from experts in the field: 1.
Plan Ahead Who will you be calling? When will you be placing your calls? These are questions you should answer the day before you make the calls, says Stephan Schiffman , a New York-based corporate sales trainer and author of Cold Calling Techniques That Really Work!
Adams Media, He advises blocking out an hour every day for cold calls and sticking to that regular routine. Your research might reveal that you share the same alma mater or have a past connection with the same company. During the call, you also might discover a common interest. Get Out of Your Chair and in Front of a Mirror It might seem silly to watch yourself in the mirror as you talk, but a mirror will make you smile and smiling will make you more confident, Schiffman says.
He also recommends standing up when making calls. Schiffman recommends recording all your calls and listening to them repeatedly, so you can spot problems and correct them. Keep careful records You want to keep records tracking who you called, when you called them and how many of those calls resulted in appointments.
Measuring your progress will not only keep you organized, it will also give you a sense of accomplishment. To increase the chances of getting a call back, try to find a common connection you can mention in the message you leave. Social media sites like LinkedIn let you see the people your connections are connected to--a useful resource when looking for referrals, says Richter.
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