The above video is an example of a telephone script for making appointments for a salesperson selling CPA and accounting services. This example gives us a great opportunity to break down what the salesperson does well and could have done better. We also provide a recommended cold call script for this salesperson and service at [...]
When you are calling prospects to set appointments, one thing that can make your cold calls go better is to start by confirming that the prospect is available for your call. This is important because you are calling someone to set appointments, and your call is technically uninvited, so you need to be completely respectful [...]
When setting appointments over the phone, you can improve your results by staying laser-focused on the right goal. The reason we are putting this step out there is that at any point in a sales cycle, you will likely have two goals: Ultimate Goal: Close the sale, sell the product, get a new client Immediate [...]
Here are eight steps to go through when using appointment setting scripts: Step 1 - Focus on the Right Goal The first step in creating your appointment setting scripts is to focus on the right goal. If you are calling to set an appointment, your ultimate goal is to sell the product, but your immediate [...]
It can be difficult to figure out how to make a cold call. This can be tough because every call, prospect, and situation is unique. In addition, a cold call can often be a hostile environment with a prospect who is not thrilled to talk with you, and it can move quickly in a very [...]
What is a cold call is a question worth answering because many salespeople can see this sales activity differently. Here is how we define a cold call. Cold vs. Warm The first place to start when defining a cold call is by comparing warm calling to cold calling. Cold calling refers to calling a [...]
Have you ever heard a gatekeeper say any of these while you were B2B cold calling? What is this call in regards to? We are not interested. Just send us your information. We already use someone for that. It is the Gatekeeper’s Job to Block You Out If you have done any B2B cold [...]
Getting around the gatekeeper can be one of the most difficult things a salesperson has to do when B2B cold calling. With that being such a large percentage, if you improve your knowledge and skills with how best to deal with the gatekeeper, you can immediately improve your sales effectiveness, and we outline some tips [...]
One of the best ways to improve b2b cold calling is to focus on the simple goal of getting the meeting. This can be easy to forget because our ultimate goal is to sell the product. And if we end up on the phone with a prospect, it can be easy to get excited and [...]
It can be difficult to get prospects on the phone when B2B cold calling. Either the person you are trying to reach does not answer the phone, or you simply don’t know who to call. In this video, we outline a methodology for entering and navigating the organization of a business you are trying to [...]