1	Teleprospecting/Cold Calling is a Results-Oriented Scientific Process Sam Dobbins The Cold Call King, Llc.
2	The Power of the Telephone It Works It is Possible to Drive Sales Revenue It is Possible to Manage Sales Territories It is Possible to Initiate Potential Business Relationships by Identifying Potential Sales Opportunities It is Possible to Cultivate Business Relationships by Maintaining Contact Over an Extended Period of Time\| (18-24 months) Each of These Are Possible to Achieve by Implementing a Results-Oriented Scientific Approach
3	The Scientific Approach of Teleprospecting and Cold Calling Breaking the Cold Call into Two Parts Part I Identifying the Name of the Correct Decision-Maker and Getting Past the Gatekeeper Four Parts of the Conversation: Introduction, Presentation, Qualification, Close Part II Connecting With the Decision-Maker and Qualifying Interest in Purchasing Software in the Next 18-24 months Four Parts of the Conversation: Introduction, Presentation, Qualification, Close
4	Part One: Getting Past the Gatekeeper In Order to Have a High-Level Business Conversation to Qualify the Interests of the Executive Sponsor it is Essential to Get Past the Gatekeeper Key Teleprospecting Techniques and Communication Skills Speak Professionally While Making a Positive First Impression Speak Clearly, Concisely, Comprehensively Match One’s Energy Level by Being Equally Polite, Formal, Abrupt, Enthusiastic, Friendly, Pushy, etc.
5	Getting Past the Gatekeeper (Continued) Implement Words That Bridge Conversation Such As Absolutely, Evidently, Incidentally, Matter of Fact, Without a Doubt, Nevertheless. These are all words that can help build rapport between you and the gatekeeper and ultimately lead to your control over the conversation Maintain Control of the Conversation by Asking Open-Ended Questions to Gather Sales Intelligence Who, What, When, Where, Why, How With the Understanding That the Worst That Could Happen is a Hang-up, Professional Begging is a Good Option Use the Element of Surprise to Your Advantage
6	Part II: Connecting With the Executive Decision-Maker and Qualifying Any Interest in Purchasing New Software Connecting With the Decision-Maker and Retaining Contact With the Executive Sponsor by Implementing the Right Solution The Right Solution Is The Right Person The Right Time The Right Message Play on the Element of Fear and Pressure The Executive Does Not Want to Miss Out on the Latest Technological Advances and Will Take Some Cold Calls
7	Historical Numbers for Teleprospecting 100 Conversations: 90 No Interest, 9 Maybe, 1 yes-interested Cold Call King Tangible Measurements: 30 outbound dials per hour 10 conversations with the correct decision-makers per hour 5 correct names out of every 10 dials 1 sales opportunity/4 hours of calling Requires minimally: Decision Maker, email, direct dial, current system, # years, # users, name of other decision-makers, budget, timeframe, critical business issues, urgencies to affect timeframe, seen demonstrations, proposals including pricing
8	Cold Call King’s Qualifying Questions What is the Name of the Controller? What is the Email Address? What is the Direct Dial? What is Your Current Software System? How Long Have You Been Using That System? How Many Users Are On That System? When Does Your Fiscal Year Begin? What Is Your Ballpark Budget? What Is Your Preliminary Timeframe? Which Software Systems Have You Reviewed? What Are Your Critical Business Issues? What Are the Compelling Business Events? What Urgencies Would Affect Timeframe?