Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.


Cold Calling to Get a Sales Appointment

In the professional world, cold calling is not about making the sale, but to move you one step closer. And the most frequent first step is to get an appointment.

The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD

Watching this video is worth 3 Management Courses CPD Points*.
πŸ”Ž See below for details

Sales and Selling Skills
This video is part of course module 8.4.3
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 3: Selling Techniques

Other videos in this section include:
🎬 You Need a Sales Strategy: Which One? https://youtu.be/oOsZg7tQcII
🎬 The 1-2-3 of a Successful Written Sales Proposal https://youtu.be/WSQkW0MrFPE
🎬 Pricing and Fear of Price https://youtu.be/Sp6NTiFtzQE
🎬 Account Management: Account based Selling https://youtu.be/YfyQFfEOCyk
🎬 Sales optimization: Upselling, Down-selling, and Cross-selling https://youtu.be/hBmriRpdWkc
🎬 The Complex Sale: 101 https://youtu.be/7ZelzJSnu8A

LESSON NOTES
Steps
β€’ Research
β€’ Prepare
β€’ Call
β€’ Identify yourself
β€’ Rapport
β€’ Attention
β€’ Interest
β€’ Check desires, wants, and needs
β€’ Action – ask for an appointment
β€’ Objection handling
β€’ Set Appointment
β€’ Gather details
β€’ Thank you
β€’ Follow-up – Confirm date, time, place, purpose

Often you will need to get past a β€˜gatekeeper’—the secretary or assistant who protects the decision-maker from unwelcome attention. Make them your friend, so they become an ally who can help you.

RECOMMENDED EXERCISE
Do you need to make cold calls, from time to time? If you do:
1. Create your own process checklist (1 MC CPD Point)
2. Prepare a basic call script (2 MC CPD Points)
3. Create a call sheet or prepare your notebook (1 MC CPD Point)

DOWNLOADS
Free Resources

🧰 CPD Tools – https://gum.co/MC-CPD
Paid resources
🧳 Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
πŸ“– To Sell Is Human https://geni.us/L2EQmt
πŸ“– The Only Sales Guide You’ll Ever Need https://geni.us/AEAVD5
πŸ“– The New Strategic Selling https://geni.us/Zt2Z9n3
πŸ“– SPIN Selling https://geni.us/Ir5xu
πŸ“– The Psychology of Selling https://geni.us/AjR8AA

⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)

MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
You can record your Management Courses CPD points on our free, downloadable CPD record log.
πŸ““ Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 3 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 7 MC CPD points

CHAPTER MARKERS
00:00 – The purpose of cold calling
00:26 – The steps in the cold calling process
04:11 – Cold calling tips
06:47 – Mike’s favorite tip for cold calling
07:27 – The Gatekeeper
08:53 – Getting better at cold calling
09:26 – Cold calling is a numbers game

#ManagementCourses #Sales #ColdCalling

source

Daniel Pink: To Sell is Human
The Miller Heiman Strategic Selling Methodology
Sollution Selling: Neil Rackham’s SPIN Selling
Mary Kay Ash: The Mary Kay Way of Selling
Dale Carnegie: How to Win Friends and Sell to Them
The Complex Sale: 101
Sales Optimization: Upselling, Down-selling, and Cross-selling
Account Management: What is Account-based Selling?
Pricing and Fear of Price
The 1-2-3 of a Successful Written Sales Proposal
You Need a Sales Strategy: Which One?
How to Qualify Your Sales Prospects
What is the Sales Funnel?
5 Components of a Powerful Sales Attitude
Sales Success Tips: Sales Do’s & Don’ts
Master Selling: Why People Do and Don’t Buy
After-Sales Activities [Sales Process Part 9 of 9]
Seeking Commitment – Closing the Sale [Sales Process Part 8 of 9]
Handling Objections to the Sale [Sales Process Part 7 of 9]
Presenting Solutions [Sales Process Part 6 of 9]
Diagnosis: Diagnosing the Customer’s Need [Sales Process Part 5 of 9]
Opening the Sales Meeting [Sales Process Part 4 of 9]
Sales Meeting Rapport Building [Sales Process Part 3 of 9]
Pre-Sales Activities [Sales Process Part 2 of 9]
Sales Prospecting [Sales Process Part 1 of 9]
The Sales Process – a Summary of the 9 Step Selling Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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