Frank Furness
Sales & Marketing Tips
Hi, this is Frank Furness with Sales and Marketing Tips. We will be bringing you a number of new tips on how to find new business, how to prospect, how to close more sales.
This is Frank Furness with Sales Tips. How many of you love cold calling? Cold Calling, I don't want to cold call anybody. You know, sometimes we do have to cold call clients. It's like an athlete, you have got to warm yourself up. An athlete won't just get on and run the race, they will warm themselves up, they will stretch. If you are going to cold call, warm yourself up firstly. Get yourself psychologically right.
All you want to have in front of you is your script, your telephone, and your appointment book, Nothing else. Switch off your computer; otherwise this is what's going to happen. Hi, this is Frank Furness. No, I don't want to see you. Clunk! Guess what happens? You then switch on your computer, you look at your emails and you will do anything to avoid cold calling.
It doesn't matter how many people aren't there, how many people shout at you. Concentrate only on yeses. If I am going to be making a phoning session; I will say I am going to phone for two hours, I am not going to do anything else; all I want is three people to say yes to me. I warm myself up by making one or two great warm friendly phone calls before I even get on to the line. Then I start my cold calling, or sometimes my warm calling. I would sometimes warm call by sending out a letter or an email as a pre-approach and then follow-up.
You have got to do what works for you. Some people like scripts, some people don't. I believe scripts work only if you know them off by heart. If you know how to overcome most of the most common objections. In fact, if you would like to get some scripts on telephoning, why not email me, frank@frankfurness.com, and I will get those over to you.
Thanks so much for watching the video, and as a little gift, please go to frankfurnessresources.com/downloads, and there are a lot of free e-books, a lot of software, all yours for free, for just watching the video. So remember that again, www.frankfurnessresources/downloads.
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