Modern Sales Training #6: Cold Calling for Sales Reps: How to Prospect over the Phone | Derek S. | Skillshare

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Modern Sales Training #6: Cold Calling for Sales Reps: How to Prospect over the Phone

teacher avatar Derek S., President, Modern Sales Training

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

20 Lessons (1h 30m)
    • 1. How to Prospect over the Phone Introduction

    • 2. Welcome to the Modern Sales Training Series on SkillShare!

    • 3. The Advantages to Prospecting over the Phone

    • 4. How to Cold Call over the Phone Course Overview

    • 5. Preparation for Cold Calling Overview

    • 6. Preparation Part 1 Goal Setting

    • 7. Preparation Part 2 List Creation

    • 8. Preparation Part 3 What Do You Need to Have with You?

    • 9. Navigation Part 1 Numbers Game Formula

    • 10. Navigation Part 2 Navigation Process

    • 11. Navigation Part 3 Creative Alternatives

    • 12. Navigation Part 4 Voicemails

    • 13. DM Answers Overview

    • 14. DM Picks Up Part 1 Numbers Game

    • 15. DM Picks Up Part 2 Your Talk Track

    • 16. DM Picks Up Part 3 Common Objections

    • 17. After the Cold Call Reviewing your Results

    • 18. After the Cold Call Logging Your Activity

    • 19. Prospecting over the Phone Course Summary

    • 20. Bonus Video 2022

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About This Class

>> The fastest growing Sales Training Series on SkillShare! Learn directly from an actual Sales Director of Training for a Fortune 500 Company!  Take your knowledge past sales theory.  The material inside is being taught to sales professionals in the business to business space today! <<

Are you afraid to make your dials on the phone?   Have you actually been taught "how" to prospect over the phone?

In sales skill part 6 of the Modern Sales training courses you will learn how to cold call over the phone.  No gimmicks.  No super special secret on how to do it in a new way.  None of those tactics work.  Just face it...Cold calling is tough!  In this course we will get right to the basics of building the discipline needed to be successful when you prospect, including the how to turn your prospecting efforts into a predictable numbers game.   Get ready to learn sales techniques, how to prepare for effective prospecting, the navigation process of getting a decision maker to answer the phone, making gatekeepers your ally, the art of voicemails, and how to maximize on your chances with the decision maker when they finally pick up the phone!   

Scott says: “The instructor has a way of making the overwhelming task of phone sales seem achievable. He is very motivating!”

Barbara says: “Another great course by Derek Shebby.”

The Modern Sales Training video series is a comprehensive 11 part course taught in a one on one coaching format.  You will learn directly from a highly successful Fortune 500 sales coach who has trained hundreds of sales reps, sales managers and vice presidents in their sales careers.  The sales strategies you will learn are still being taught in the sales training classroom today.  

The 11 part sales skills training program consists of:

  1. Increase Your Sales Commissions by Winning The Numbers Game
  2. Understanding Why Some Customers Buy and Others Don't 
  3. Sales Value Propositions & Cold Calling Talk Tracks
  4. Creating a Customer List for Effective Cold Calling (Coming Soon)
  5. Cold Calling Master: How to Prospect on Foot
  6. Cold Calling Master: How to Prospect over the Phone
  7. First Appointment Sales Tips That Close for the Next Step
  8. Proposal Tips from a Sales Pro that Maximize Gross Profit
  9. Sales Objections Simplified
  10. Creating a Sense of Urgency (Coming Soon)
  11. Tools for Dealing with Rejection (Mindset)

Meet Your Teacher

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Derek S.

President, Modern Sales Training


Hi there, I'm Derek and I'm the President of Modern Sales Training.   

For the past 17 years, I've been working for Xerox Corporation and helping develop business to business (B2B) sales reps and sales managers into consistent top performers.  Now I do that for people all over the world.

If you want to learn how to sell from someone who actually does this for a living, then you've come to the right place. I can't wait to join you on your journey.


I will be sharing concepts that I use in my classroom and from field relevant performance. I don't just teach people how to sell, I also have to go out and show them how it's done. I don't train in theory. Just in what works. My style of training will be a "talking hea... See full profile

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1. How to Prospect over the Phone Introduction: Hi and welcome to modern sales. My name is Derrick Chevy. And today we're gonna talk about cold calling for sales reps had a prospect over the phone . Are you supposed to cold call over the phone for your business? But you don't really know how to do it effectively. Do you know how to apply the numbers game formula into prospecting over the phone in order for you have the best results. Do you know how to do that? Are you having trouble with gatekeepers over the phone? Are they screening you and keeping you from getting to the person that you're trying to call? Are you getting nothing but voicemail when you call looking for your decision maker? Are you looking for the latest strategies being taught today in Fortune 500 companies all over the world? Well, I'm gonna take you through all of this information and mawr side of this course. You really want to avoid outdated strategies. I hear every single day that cold calling is dead and that there's all these new ways of doing it. There's not. There's a specific way to prospect. It requires discipline. And I'm gonna take you through all those sort of things. I currently work for a Fortune 500 organization where I am a sales director of training. I do this for a living, and prospecting over the phone is something we do every single day. So I trained sales reps. I trained sales managers. I show them how to do it live. And we do it every single day. It works for them. And I know it could work for you too. So I hope you join me in this course. 2. Welcome to the Modern Sales Training Series on SkillShare!: Thank you for enrolling in my course. I really appreciate it and I'm committed to working with you to improve your business to business sales skills. If you're new to my courses, I've got a few tips that I hope you get the most out of our time together. The first one is my website, modern sales On here I've got tons of resources all that compliment the courses you're taking right now. And you can find them on here you go, and you can go into resources as a whole Resource Center. There's blog. I have two podcasts. One's about closing deals and stories from those and the other one's about tips you can learn within under 10 minutes between sales calls. So I recommend you check both those out there available on podcast platforms, every single one that you can think of. And you can also listen to them on the website. The other thing is this, the courses that you're taking right now, there's two on Skillshare. One's called out a prospect over the phone, how to go call to the phone. And the other one is value propositions and cold calling scripts. And that one, both of those actually are part of my sales and 21 days program. And there's 11 full courses in the sales and 2000 days program. You have two of them that you can take on Skillshare. So the rest of them are available on their website. But yeah, definitely take advantage of the ones on Skillshare because those are great. But if you didn't want to see the rest of them, yeah, I have a free course that gives you a sneak peek of every single one on here, a full course on prospecting and one on virtual selling, all on the website for you for free. And it all compliments what you're learning today. That's, that's the big tip that I have for you on this, the next step that half of you as LinkedIn. And on LinkedIn, you can find me write heres by going to Derek shabby as my, my actual URL and connect with me on here. And I'm constantly sharing things that are, that also compliment, compliment what you're learning in the courses on Skillshare. So make sure you connect with me on here and I'd be really happy to talk to you further and see if there's any way else I can help you or your sales team. All right, let's get on with the course. 3. The Advantages to Prospecting over the Phone: Okay, We're back with modern sales. And now I'm gonna talk to you about four advantages to prospecting over the phone versus prospecting in the field. The first advantage is you can cover a larger territory you might be. You're in your business. You might have a lot of different places you can go to. You might have a huge region for you to attack. When you're calling over the phone, you can call anywhere in that region. Now, if you personally wanted to go physically, visit each of those places You can only handle a few places a day right over the phone. You can call everywhere all day long, so there's a huge advantage prospect over the phone. Of course, you want to make sure that you're calling places that are qualified and in one of my other courses my prospecting on foot, I talk about how you qualify those accounts in the field. The second reason why there's an advantage to prospect over the phone is you can contact more places every day, So the first reason was you can contact a larger territory every day. The second reason is you can contact actually, Mawr places each day in the field, you could go and see maybe 20 places in a day. It depends on how they're all mapped out, but twenties, probably a max. You can call over the phone 20 places an hour. So you could if you spent your entire day calling over the phone, you could get toe 100 places a day, maybe even Mawr. There's a lot more context you can do every single day over the phone. The third reason why you should prospect over the phone is you can have all of your talk tracks in front of you. So that means that when you get that opportunity to talk to a decision maker when they're thrown you objections, whatever might be. You can have all of your papers, all of your answers, all of your notes, all of your scripts right there in front of you, and they don't even see it. They don't know, but when they get on the phone, you could pick it right up and you've got it right there on the spot. So there's a lot more preparation I could help you over the phone. That's a huge advantage that you can find over the phone versus being in the field. And the fourth reason why there's advantages for prospecting over the phone is you can get a lot more information when I talk about all the different places that you can call all in one day versus go physically see in one day. Think about all the information you can get by this asking questions really quit over the phone when you put when you're prepared, like I mentioned before about certain things that you want to ask her those things that you want to say, You could just go down your list and quickly, quickly get all the information that you need for that specific client filled out so you can be more effective and have better notes. So when you go back after this customer, you can have a better chance of set in an appointment so you can get lots of information. So those air four reasons why there's advantages prospect in over the phone versus in the field. Next, we're gonna talk about the cold calling over the phone process, so let's get started 4. How to Cold Call over the Phone Course Overview: okay, We're back with modern sales. Now, I'm gonna talk about the overview of what we're going to be covering inside of this course . There's four parts to the cold calling over the phone process that I want to talk about. The first part is going to be about preparation. The preparation piece is going to require you to have certain things in hand, just in case certain things happen over the phone. So I'm gonna talk about all those things you need to get prepared for, just so you could make sure you're as effective as possible over the phone. The second thing we're gonna talk about is the navigation process. There's certain things you need to do every single time you call the customer to make sure you have the best numbers. Game results on the phone. I'll talk about all of those. You'll be a pro by the time we're done with this course. The third thing I'm a talk about is what do you do in the decision maker? Picks up the phone, obviously of talk tracks, but there's certain things you want to do to make sure you're as effective as possible and have a great result on the phone, that decision maker. And the fourth thing I'm gonna talk about is what the next steps, Whether it was the success or whether it wasn't, how do you turn it into a positive? And how do you record the right information so you can make sure next time you prospect it's gonna be a defective? It's possible. Okay, so next we're gonna talk about specifically the preparation part, so let's get started. 5. Preparation for Cold Calling Overview: okay, We're back of modern sales, and now we're going to zone in on the preparation part. This is part one of cold calling over the phone. So I've got three parts of preparation that I want to cover. The first part is going to be about the goals. You should have four preparation, the goals you should have specifically over the phone. And how do you look at it as a win? In the end, along with those goals is gonna be mindset. There's ways that you have to look at things in order to make sure that your goals could be a reality. Second part of preparation that I want to talk about is your list creation and specifically all the things that you need to do to make sure your list is gonna make you effective over the phones that day and every day. The third thing I'm gonna talk about is what do you need to have with you when you make phone calls? There's certain things you can have to make sure that when you run into different situations with customers, you could make sure you capitalize on it and have the best outcome. I'll make sure you're prepared for that. In the next video, we're going to dive right into gold setting and your mindset, so let's get started. 6. Preparation Part 1 Goal Setting: okay, we're back with modern sales. Now we're gonna talk about setting goals for the day and making sure your mind is set correctly to prospect prospect. And it's tough. Let's be real. It is. And it's so tough that it's the one thing that causes people to quit in sales. It's the one thing that caused people say, I'm not cut out for this because prospecting makes him just theory and they don't want to do it anymore. Prospected makes people cringe. It's scary, they're nervous. And so typically what happens is people avoided at all costs. But it's also the thing you have to do if you want to make money if you want to be successful. So there's a law that I've always loved, and it's called Parkinson's Law. And what Parkinson's law means is work expands as to fill the time available for its completion. So what does that mean? So what does that mean? Let's say you set a goal for yourself that she wanted to make 50 phone calls today in a prospect in format 50 prospecting goals. Well, if you're not focused and looking at it, saying, I gotta make those 50 calls from eight until 10 this in the morning. Then what happens is you're naturally going to find timeto procrastinate and you'll make that 50 calls and you need to get done stretch all day, so it'll be from eight o'clock until five to get it done. And you know you might not even get you might not even get it done. In the end, Parkinson's law says, If you don't have a specifics time front timeframe on, when you need to do something, you will naturally fill the time doing things that aren't as important. So the most successful people out there they understand that that's something that people do. We procrastinate, we stretch things out. So the ways that you need a prospect from a gold standpoint is you have to make your phone calls. Your prospecting calls every day. The most important thing that needs to get done, and the way that you make it the most important thing to get done is you set specific times to do them, so if it's if, like I said, if it's 50 calls that you need to make them look at and say I want to make those calls from eight until 10 and I'm gonna be constantly on the phone the whole time, not let anything get in the way to remove all the distractions I've got to get it done. The only way to succeed in prospecting is to make it the most important thing I hear I see sales reps every single day in sales managers, and they will do anything but prospect. Anything to not prospect. Someone calls him on the phone. They get lost in that email comes in, they get lost in that, whatever it is, it's like they just don't want to do it. But the same time, The reason why it's tough for them is because they have given themselves a long time frame to get it done. So because of that, they're procrastinating. You will to do. You have to remember that that is something that's gonna keep you from being successful. So what I recommend you do is you set goals for the day on how many phone calls you need to make set goals for the day set goals for the week set goals for the month. Specifically, in these goals, you want to set a time frame on when you're gonna make those calls. Because if if you're making the calls that say you choose to do it at 9 to 11 or 9 to 12 every single day. If that's what you're going to do, then you need to make sure that everything that you were gonna do before that nine o'clock gets done. It gets completed. And at nine oclock on the DOT, this is the most important thing for you to do. Nothing gets in the way, and your goal is to hit 50 dials, if that's what it is, set time frames where it's not gonna happen. There's all these stories that I've also heard of people, people that have the entire day to make these phone calls and then want to make 50. But that what happens is they end up going in and doing, like, five or six or seven because someone calls and they want to note, they asked for certain information and then the then the rap of the sales manager gets lost , trying to find that information for the customers. They get right back to him. But really, they're just procrastinating to make the next call and finding something else to do with it . Not you, not you. You're going to spend time being focused. But you need to start stop and ask yourself how many calls do you need to make every single day? What is that number? And what time of day is best for you? Maybe Maybe your work hours are flexible. Well, what time is best? If you'd make those calls when you can be completely zoned in and focused, you should know what that is. Also, you should find out. You should have goals set for How many appointments do you want to set every single day? What's realistic? Now you Are you setting appointments over the phone where you're setting appointments to meet in person? What is that number? You should figure that out. I would say if you're making 40 dials, you should at least have an appointment there because that's a lot of calls without an appointment, right? You want to get down to something like 20 to 1 or even 10 to 1, but you're only gonna get to something like 10 to 1 if you prospect in the field first. And I talked about that in my other course but you should have that number for what you want to accomplish. How much information do you want to collect as well? Because every single day, as long as you get quality information when you're making these dials those dials that you made for the day, our success because you can always call them back and it's gonna get you closer to get to get in the deployment down the road. What's that number? What's that win If you said, Oh, you know I didn't get any appointments, but I collected all this information that's still good. That's great. Should feel happy about that. What else do you need to find out? What are the critical things? Do you need to find on the phone? Because it might not just just be contact related information or who, Who who called the next time? Maybe there's certain things that lets you identify. If it's if that customer is is an opportunity for one of your products or another one of your services or whatever it is, Are you collecting that information as well? If you find this data and record it, it's gonna be a successful day. So what are those numbers because you've got to find ways to celebrate and say that you reached your goal for the day. So the three things I would say you do are the number of dials for the day, which would really goes to number dollars for the week number dowse for the month, for instance. If it's if it's $40 a day that you choose, that means that there's 200 dials a week. If you're calling five days a week, that means 800 dials a month, right? So that's this. An easy number to measure. That's if it's $40 a day. You probably will do more than that. But you never know. And then how many appointments you're setting today? If you're saying one appointment today, then that's five appointments a week, and that's 20 points a month, right? How much information you want to collect? Well, I was talked about. I'll talk about that a little bit about how much information you can collect in each call. But if it's just one piece of information, that should be 200 pieces information a week. 800 month that's gonna make a difference being the long one right and any specific data that tells you if it's a qualified account or not, that's also extremely important. When we look at goal setting and mindset, remember, prospecting is tough, but if you find a way to look at it as little winds, little victories, little goals that you're crossing off the list every single day, then I like to call that counting the little winds. And if you do that, you get in that frame of mind every day is gonna be a success. And you know what? You're gonna be one of those people that look at prospecting as it as getting exciting every day, excited every day to do it, as opposed those people that are afraid to do it and push it off. So next what we're gonna do is we're gonna talk about the list that you need to put together, so that's will go over that next 7. Preparation Part 2 List Creation: okay, We're back of modern sales. And now we're gonna talk about your list that you need to create to have an effective prospect in session. When you first think about prospecting, I just mentioned in the last video about setting goals and making sure you're doing You're setting a goal to accomplish a certain number of phone calls and a short time span because Parkinson's law is going to say that you're gonna stretch out the amount of time it takes you to do anything unless you're really specific and focused. So for you, you got remember, it's hard for you to hustle. It's hard for you to make those calls unless you have a list first. What I see a lot of sales reps and sales managers do is they come in every single day and they get ready for their call session. They get ready for their phone blitz that they're gonna do over the phone and they get up to their computer and they say, Okay, what am I who am I calling on today? And then they end up spending the time look into So should I call in this person were sort of calling that person or what did the note say Last time I called this individual, and what happens is they're procrastinating right there, procrastinating and steak, and so much longer for them. Just actually make a dial because they're getting ready on the spot. If you want to have a great session, you need to already be ready. You need have a list done, and that list is what you should make sure that you have done before every single day. So, for instance, if it's a Saturday or Sunday, it's the weekend. You should be thinking, Who am I gonna call next week? I need to make 40 phone calls a day. That's the number that you decide to do. If I'm making 40 phone calls a day, who am I calling on Monday? Who? My calling on Tuesday, Wednesday, Thursday, or Friday? What is the one of those 200 calls look like? Or am I calling the same 40 people five days throughout the week? I don't know. That's a good use of your time, because there's so many customers out there that you should be contacted and trying to reach. What does that list look like? It takes time to put it together. And remember, there's no perfect list, either. The best list is one that you could just start and call, because over the time overtime, when you're calling these offer your list, you're gonna be adding information to it data qualified information that's gonna make that list stronger. But in the beginning, don't overdo it. Just think. Do I have people to call every single day? And is that list clearly defined? If it is fantastic, here's some things that I recommend you make sure you have in your list. You should have three contacts. Best. You can try to have three contacts. What? What? What I mean by that is a lot of times it's the CEO. Maybe it's the CFO. Where the c i. O. So the chief executive officer, the chief financial officer and the chief information officer that could also be president , controller or I t manager. So that's an example of three contacts. It might very dependent on the industry that you're in about what those contacts are, but maybe you need the office manager and purchasing or accounts payable. Or maybe you still need this. The controller, whatever it is you stopped three contacts and don't think that there's only one person that you talked to and every single account. Because depending on the size the customers, people wear multiple hats, they have multiple responsibilities. And you should find out who are all the people that could be involved in making a decision for your business, for your product, whatever it ISS. So three contacts. That's the goal. You need to have three women making phone calls over when you're when you're calling these people over the phone. I talked about prospected in the field, prospected on foot in my previous course. And when you do that, you meet all these people, you understand who all the right contacts could be because you physically saw them in the account. Maybe you picked up a few business cards, and now you've got multiple contacts. If you skip prospect in the field and you're just calling blind and you don't know anything that's going on the account, it might be difficult for you to choose three contacts. It just might, but just know that you're gonna have amore effective phone session. If you physically been there in the field first cause you know who the right people to call our. The next thing I recommend you have is you should have the titles of those individuals. It shouldn't just be You know who who should reach out to? O Sandy handles that, and you say great. You wrote down Sandy's name. You should say, What is Sandy do for the company? Oh, Sandy runs our I t department. Great. You've got Sandy I t manager for runs. Whatever. Director. I see some of that runs. The I t department titles are very important because you're gonna be customizing your talk track a lot of times to the title of the person you're calling. You're not talking about numbers to the I t. Guy you're not talking about, um, Thea the servers and the and the hardware that I t department uses to the financial person , right? You're not. She's not gonna do that kind of stuff. So you need to make sure that you know what title? That is it of the person you're calling. So you could make sure you taylor just a little bit of your talk track to that person, and that's gonna help you increase your chances of set in employment. That individual the third thing that I recommend you have in your list. Very simple. The phone number. You should have the phone number for the account. Ideally, in the long run, you want a phone number for each title you want the direct line for person, one person to in person, three. That way, when you call, you could make sure you have a better chance of getting them to pick up the phone right away, as opposed to you just going through the gatekeeper every single time. So that's in a long and what you want to build up to. And then the last thing I recommend you have for a list is you should have a general idea of what your benefit to meet is gonna be. What's your talk track for that specific company? Your doctor? I could be very specific, and that applies to a lot of different industries right now as it ISS, or maybe depending on what you sell, it could be something that changes depending on who you're talking to or what an industry it is. I still recommend you have that listed out. So when you're making these phone calls. You're looking at your list and you, you know you're asking for and you get to that person. You already the talk track. You ready to go? You should make sure that you have that prepared. And when you have this, that is what I would. What I would say is a great list to start from. Don't make it perfect, though. If you don't have three contacts, start with one contact. But just know that the pieces of information that you're gonna be collecting over the phone are the second contact and the third contact and the phone numbers and all that sort of information like that to make sure that your next call has a better list to go off of right . Start somewhere. Don't overthink it. But you need to make sure you have a good list, because if you don't have a good list, it's gonna be hard for you. Make your phone calls for the day. Next. We're gonna talk about what are the sort. What are the documents that I recommend you bring with you when you're making that phone blitz making those calls for the day so you could be as effective as possible. We'll talk about that next 8. Preparation Part 3 What Do You Need to Have with You?: okay back in modern sales. And now we're gonna talk about what do you need to have with you when you're making phone calls every single day? The first thing that I recommend you do is try to have your list printed out, if possible. When your list is printed out on a piece of paper, it's very easy for you just to go down the list when you're making the dials and it's just you can shut off the technology Shut off your computer. Shut off. Whatever it might be that distracts you. I just read off the list. Make the phone calls, write her notes in the margin. Whatever might be. You go down the list bone, bone, bone, bone, bone, bone, bone. That's what you should do. That's the most effective way, because think about it. If you got your computer up and you have all of your, you have everything in its let's sake cell and you're looking at the Excel and you're choosing the first account. Well, you got that. The next thing you know, you just got notifications. You have an email. It's now you're checking your email and then you're on social media or you're going around doing something. Remember, it's it's not gonna be as effective as possible. So if you can, I recommend printing your list out for that day. It's gonna be the best situation for you. The second thing, the second thing I recommend you have or your talk tracks. Now you can have multiple talk tracks where you can have one talk track. So that's your script. I have a course where I teach you how to teach people how to create their script, create their value proposition, create their phone script, quit their elevator pitch. Whatever might be on a recommend. You check out that course if you need to create one specifically for you, for your industry, for your product, for your service, whatever might be. I'm not gonna go through how to create that in this course, but I'll be bringing in were Use it. You should have a talk truck set up by industry or by title the customer you're looking for . It should be tailored about the business is possible, but you should have those ready to go printed out for the day. The next thing I recommend you have is your objections written out because I'm gonna go through shortly. The different objections were going to get over the phone. You should have those objections listed out And what you say as a result of those objections, there's no reason for you to ever be surprised over the phone because you know what to say . You know what they're gonna ask you. You know what you can say, So So make sure you have those things prepared ahead of time. The next thing I recommend you have is your list of customers that you work with today and that could be by region. Maybe if you're talking, you're talking about a specific part of the area. Think about the customers that you have in that area. And if you're calling that area on that day of the week, then you should be able tow quickly. List off. If the customers asking what plate, What companies you work with today in their area, it makes a difference. So have that list prepared in on hand? The last thing I recommend you have with you is some sort of document where you can track your statistics for that day and that's the number of dials that you made so you can just cross off the number of dollars he made that day. That's the number of decision makers that picked up the phone. So you made a certain of dials and out of these certain number of dials, this number of decision makers pick up the phone. You should track that you should track the number of appointments that you set for the day . So of course, that's something you need to look at. You say, Oh, on Monday, you said this many appointments out of this many decision makers. And the last thing that you should be looking at is the objections that you received from those decision makers that day. Because maybe you might need to look at refining your objection, handle your script that you have to handle each particular objection. All those things are going to be critical in order for you to have effective day on the phone. Now, this document that you're tracking all of your results for the day, this is how you could you could eventually look at the numbers game and saying how your skills are from from your dials to decision makers reached and from decision makers reached two appointments set. So you're gonna be ableto crypt. Create for yourself on the fly how good your skills are, and you contract that and see how it gets better or worse as time goes. So I recommend you have that in there. So next thing what we're gonna do is we wouldn't talk about the phone process, that the navigation process when you actually call a customer, what do you do? How do you make sure that you get a decision maker live? What are the things that you need to make sure you do every single time? We're gonna go through all that next? 9. Navigation Part 1 Numbers Game Formula: okay, we're back of modern sales. Now. We're gonna drill into the numbers game formula when you're doing the actual cold calling over the phone process. I talked about the numbers game formula inside one of my other courses, and it's how to win the numbers game. The numbers game is so important for you because sales is stats, it's statistics. And if you know how to work the numbers if you know how to manipulate the numbers, if you know if you know how activities drive results, then you can maximize on your results. In the end, with cold calling over the phone, there's certain parts of the number Get numbers game formula that you should focus in on the first part is how maney calls are you going to be making every single day? I've talked about that repeatedly. Up until now, it's still important for you to have that number set up and ready to go. If you decide it's 40 then that needs to be your number that you hit no matter what. Every single day, nothing can get in the way, whatever that is, you commit to it. The next thing that you track because you have to track that every you know, every call sessions I did. I had 40. The next thing that you track is the number of decision makers that pick up the phone because you don't get a chance. You don't get a chance to pitch your product or service unless you're talking to the person that the decision maker, the person you need to say yes or no to a meeting or to give you a shot. Whatever the next step is for you, you need to get certain of her decision makers to pick up the phone. What I've seen is that if you're making 40 dials 40 40 dials a day, getting five decision makers to pick up the phone would be a good number five. Well, I'm not sure what that number is for you. You've got to track that and figure what that is. However, if you start your doing 40 calls a day and you get five, I'd be feeling good about that. The next thing I'd be looking at is the amount of information you're collecting every single time you call and what that information is. I've talked about that earlier about how that could be more contact, really to data. Maybe you're getting to other people to call, so you have the three total. Or maybe it's their titles, their emails, their their direct lines. They're the best time to reach them, Whatever it might be. A lot of time is the first information you should collect is contact related data. The next type of information should collect is going to be something about whether there are qualified opportunity for you. Are there a large enough customer for you? Are they? Do they fit the criteria you're looking for? Whatever it is, let's boil this all down to information you collect. I've always believed, and from what I've seen is that 3 to 5 pieces information per call is a good number. Half that means, if you're if you're calling 40 places a day, that means you're collecting at least 120 pieces of information that you're going to record . And if you do that, then that's a good number for you to track at least 1 20 But we're going up to 203 to 5 pieces of information in a day. Now those are numbers that you should be tracking that. She should take really seriously. Because those numbers, the more you pay attention to them. If you just hit those, you're gonna win. So the numbers game is something you track every single day. The next part we're gonna get into is going to be. What do you do when you call in on the phone? We're gonna talk about the navigation on the cold calling process next. 10. Navigation Part 2 Navigation Process: Okay. We're back with modern sales. Now we can get right into it. We're gonna talk about the navigation. What do you do over the phone? How that whole thing works. First thing I want you to think about before we get into this is if you do a good job prospect in over the phone, you should plan each call taking between 3 to 4 minutes at the least. A lot of times you're gonna call in and it's gonna be I'm looking for. I'm looking for this person and they'll send you to voicemail and you're done. And if you clock that, that might be a 12th call. Just to put that in your frame of mind, you need this Each call that you make to be between three and four minutes at the minimum. So that means you were doing something different. Other than getting the voicemail and giving up, I'm gonna talk about how you make this call effective. And inside of this, there's a certain process that we follow. Here is the first step. The first step is when you call in to whoever it is and you know you got your list right there in front of you printed out. Hopefully you're gonna call if in the perfect situation, you're gonna call their direct line. And when you call their direct line, you've got the best chance of getting them pick up live right, as opposed to going through the gatekeeper. Let's say you call the direct line and you get voicemail. You should expect the voicemail to happen because it happens a lot. Think about it for yourself. How often when someone calls you on the phone, do you just pick up the phone when you don't recognize the number? Doesn't always happen, right? Same thing is gonna happen on a business in a business setting. People wait. They want to know who is calling them. So plan. And when you call, direct your calling right away. Let's say we're calling Tom, so we dialed Tom's number directly. You get high, have reached Thomas voicemail. I'm unavailable. This is when you're going to use a strategy to get back to the gatekeeper, and that's something I call zeroing out, and I'll talk about that more in a second. On the flip side, let's say you call the the main number because you don't have Tom's direct extension. You call the Marine number. It's very simple. When you call them, you should say, Tom, please, because that you're looking for and you should expect the gatekeeper ask certain number of things. This is the gatekeeper cadence. I talked about the gatekeeper cadence when you walk in on foot and it's very similar to when you call them over the phone and it's OK, No problem. What's your name? What's your company and what's it regarding? Those are the three questions that someone's gonna ask you, What's your name? Well, company with and what's it regarding? So when you're calling, I want you to be in the frame of mind that you need to act like you're supposed to be talking to this person almost like they talked to you before hand and said, Yeah, call me at one o'clock or call me at 1 15 or whatever it is that time that you're calling, you have gotta act like you were returning that call or you you're supposed to be talking to that person at that moment, And when you have that intention, when you're calling on the phone, you'll be surprised about how it transfers over. Another way of looking at this is let's say you're calling a relative. You're calling your significant other where you're calling, um, your parents where you're calling a child, but you're calling them at their place of work or you're calling wherever they are, you're not gonna call and be timid. You're going to call it the intention of your call that you need to talk to them. You've got have that same frame of mind. So when you call and you say, Tom, please, you're expecting them to transfer you to Tom. So they're going to say, What's your name? In that case, you say, Derek, say, What's your what company with I'm with ABC Company. What's it regarding? It's regarding an appointment, or it's regarding X y Z company or its regarding You know, I like to use another or another company inside of their industry. Whatever it is, you need to have that number that those answers ready to go. There is no excuse for you not to be ready for these questions because I'm telling you, they will ask them to you. So be ready to answer them right off this right off the bat. So you ask for Tom, please. And the gatekeeper then sends you over to Tom. And nine times out of 10 you're gonna get a voicemail. So when the voicemail comes in and says hi, you've reached Thomas voicemail, I'm unavailable. At that point, you're thinking, Oh, it's been about 30 seconds on the phone and, you know, maybe Tom just not available Well, I could just hang up, But no, you're not going to do that right? Because I told you should plan on being the phone between at least 3 to 4 minutes at the minimum, right? So here's one of the most powerful strategies you can employ. You got to do something called Zeroing Out Hit zero. As soon as you get Bob's voicemail zero. And when that happens, you go straight to the gatekeeper again. It's the gatekeepers gonna say ABC company, how can I help you? And when that happens, what you say here is very critical and how successful you become in the long run and what that is is I recommend you saying something like, Is Tom in the office today? Now, when you say is toman is Tom in the office today. That is that is very That's a very specific question. Because it sounds like you knew Tom was there. And it sounds like you're supposed to be talking to Tom. A lot of times with sales reps. This is what I hear. Hear? I hear I got Tom's voice mail. So, um um, is this person available or Oh, Tom's not in the office. So is this person available? Listen, we don't We don't know if Tom is in the office or not. You want to talk to Tom, remember? Your intention is that Tom asked you to call him, and you're supposed to be talking to him. So you don't want to say a thing like that. What? What you say with your words is very critical. So recommend is saying this is Tom in the office today. The customer is going to say something. The gatekeepers going to say something like, um you know, I'm not sure. And then I'd say, Well, do you see him? Could you find out if he's there? Sometimes they say things like, Oh, I'm in a different part of the building. I'm not sure if he's if he's coming in. I don't know if he's in today. Well, is there someone over that sits by him that would know if he's there? These questions that were asking specifically here sound like Tom's expecting us, and it also sounds like we need to talk to Tom, and it sounds like we have that intention that it's important. And what happens is when you ask questions this way to the gatekeeper and this is how you deal with getting their voicemail, then what happens is the gatekeeper becomes an ally of yours. They start saying, Oh, this is important. I got to find a way to get this caller in touch with Tom cause it's important you have got to make that transition and the questions you ask a very critical to doing that. The next thing I'd ask after after you asked those questions is what could you page them for me? A lot of times, paging systems there still are available in businesses where they can say, Tom, you've got a call on on this line. If the page insist that they say they don't wave page and then you say Okay, well, could you transfer me to their cell phone. They say, Oh, we're not. We're not able to give out a cell phone number. That's okay. I don't I understand. But could you lease transfer me to the number? You know, I don't need to know what it is. Those sort of things again showed that intention that she was supposed to be talking to Tom and it's important. And at the end of it, well, could you transfer me to him? So when that happens, some, it's either going to be you find out that they're available or they're not available, and if they are available, then you're gonna get him. A lot of times you should expect Tom to pick up the phone, and I'll talk about that in a couple of videos later on about What do you say when Tom gets on the phone and how you handle that? However, you should also expect the alternative happened where they say they just found out Tom's not there, and that's why you can't reach him. So what do you do that? Well, that's when once you find a critical, specific piece of information about why they're not there, Oh, Tom's in a meeting right now I just validated. He's not gonna be out for a couple hours or whatever. That's when you go immediately to your second contact. Hopefully, you have a second contact. That's when Tom is the 1st 1 on your list. And now you go to the 2nd 1 analyst. Okay, What about Joe? Is Joe available, or could he transfer me toe? Could you transfer me to Joe, then being having that intention of you knowing who to call? You know who to ask for and that would happen is they transfer to Joe. You get Joe's voicemail, in which case you zero out again and you come back and you fall that same process and just went through that you dealt with Tom trying to get Joe live trying to get Joe to pick up the phone because that is most that's very important. You're calling for a chance to pitch your product or service, right? You didn't call to get some his voicemail. You called to talk to someone live to get a shot. And when that happens, you have got to handle these things a certain way. So if you go through the whole process and Joe is not available either. Then I recommend you go into the third contact, whoever that might be. Now let's say you don't have a name for the second contact or the third contact. Well, in that situation, I would then ask for someone by title. Okay, Well, hey, could I talk to your CFO that I talk to whoever's running your right See department? Then I'd be specific about the title that you know, for your business you want to be asking for because that is when you're gonna get someone live and that, and then what'll happen is the your gatekeeper who's now your ally will be calling ahead, saying, Hey, this is someone that was actually looking for Tom and Tom's not there. But now he's asking for Is asking for you. Can you fill in that someone goes, Oh, this sounds like something different. It sounds like something important I can jump in and and and take this call right? So this whole process is critical. Now, if you can't get a hold of anybody, you want to make sure you also get critical information like, what's that person's name? What's their direct extension? What's their email whatever might be that you need to do to Philip your list. Because before you're going to give up on this call and you realize that at this point you've given up on getting one of your three key contacts on the phone, you need to make sure that now you're filling up your list. You're filling in all the spots that you left blank that could have better information. That information could help you get the appointment the next time you call in. So start filling that information in, and what you'll find is that your ally, the gatekeeper now is going to be giving you this information, right? So fill that stuff in building much reports you can always like in the gatekeepers name as well, because that helps in your talk track later on. But that's that's the critical pieces that you want to make sure getting the navigation process in the next video, I'm going to talk about some creative alternatives of other ways. You can try to get that decision maker to pick up the phone outside of following this process, so we're gonna cover that next 11. Navigation Part 3 Creative Alternatives: okay, We're back with modern sales. And now we're gonna talk about some creative alternatives that you can do when you're calling over the phone to try to get your decision makers pick up the phone. I've got six different ways. Creative alternatives that you could do out there over the phone to get their decision making to pick up the phone. The first thing that you could do is you could try calling it off hours, so I don't know what industry that urine specifically. But sometimes calling before eight o'clock before the business hours start is a good time to reach decision makers. Sometimes calling after typical business hours after five PM is a good time reaching decision makers. So a lot of times this is referred Teoh calling before eight and calling after five. That's an idea. So next time you're trying to get decision makers live, try shifting your time of calling to be four hours, or maybe shift in your time of calling after hours, See if it makes a difference. The second thing that I recommend you try is try to leverage the email. So when you called over the phone and part of the 3 to 5 pieces of information you collected per account might have been une mail address for decision maker that you're looking for. So try using that email address to set up an appointment. One of the ways that you could do that is you could set up an assumed appointment. This is what I mean. Let's say you're it's Sunday and you want to set up your call blitz for Monday and you've got your 40 places that you have listed out to call and some of the places that you're calling you've already called in the past. While you have some emails for the people that you're trying to get ahold of, why don't you try setting an appointment? Request a meeting invite over to that decision maker for a five minute call at a specific time. That way, it comes over as an appointment request to that individual. It'll show up on their calendar, and it just says five minute quick call. So when you're calling at that time and you're looking for the decision maker, you can see that maybe they accept it. Maybe they decline it. Or maybe when you call in and you're calling for them. Whether not they accept or decline. It still pops up is a call that's happening. They go. Oh, was I Did I accept this? That was I supposed to be on this call? You never know. It could be that extra thing. You could need to get someone to actually answer the phone when you call their extension. The third thing I'd say is if you have their cell phone, remember, this is a business cell phone. It's not their personal their home cell phone. People typically have business cellphones, so if you have their cell phone, try texting them. Everyone texts on their phone. But try texting saying, Hey, this is who you are. You like. You just love to get a quick five minutes of the phones to talk about. If you could be a research resource for them and their business, try setting a quick text. You never know what could happen. They could be someone that just does that all day long. They love texting. The first thing I'd recommend you try is try calling a different department. Let's say instead of calling the gatekeeper, try to call someone in the sales department So that time you call the gatekeeper, you say, Hey, could transfer me to someone in the sales department, please. Typically, that means it does someone you want. Someone wants to buy something, so they're just gonna transfer you to wherever the gatekeeper is not going to care about who you already that they're going quickly transferred to someone that can pick up the phone. Right. And when that person picks up the phone, then say something like, Hey, you know, I know. Um, you know, I'm trying to I'm trying to become a vendor of your business, you know? Who would you recommend? I talked Teoh. Or is there any way you can transfer me to this individual or see the right person handles this? Come on, help me out. In a sales person like you, you'd be surprised how much that helps. I've also heard people calling into HR. That's also another way to do it or to call into through accounting talk of someone in accounts receivable because those people are typically taking calls from people that want to pay them. So those people are always pretty warm and you can call in his ass Same sort of thing. I'm hoping you could help me out. The fifth thing that I would say that that you could try for a creative alternative is tried going through the person's administrative assistant. They may or may not have one. You know, the administrative assistant. A lot of times handles their calendar, and they're the ones that know more than anybody. If that person is available with or what's going on in there inside of the business, that would make this a call that could be relevant to something that they're trying to accomplish. And when you call that administrative assistant, I would be really with them. I'd say I was hoping you could help me out and then and then deliver your normal talk track and see if they could recommend if the person you're trying to touch trying to contact their boss is the right individual or not. Now, something that's that's powerful here is a lot of times they might say, Oh, they don't handle that, you know. I understand what you're calling them, but no, no, they don't handle that sort of thing. But then you say, Okay, well, who does a lot of time to say, Oh, that's that's ah uh Thomas for whatever right that somebody else, that's that's Joe. So that's the case that you say, Oh, fantastic. Thanks for that information. Could you transfer me to Joe? And when they do that, Joe is going to see a transfer coming from the admin assistant of one of the executives of one of the high level people. And Joe's probably gonna pick up the phone because Joe thinks that it's someone that that person is transferring to them so they probably should pick up the phone. You'd be surprised about how often you get decision makers pick up the phone and they get transferred from another executive. And the six thing that I would say for a creative alternative to get someone someone live, is try connecting with them on. Linked in LinkedIn is a professional social social network that people use for businesses, and you'd be surprised about how much business gets done when you're connecting with people through linked in. So I recommend trying that, and maybe when you when you're trying to inside the message, you're saying I'd love to connect. I want to see if we could resource for your business. Try putting your talk track and there and then saying I'm looking for five minutes over the phone, which time expressed for you. You'd be surprised about how often that works to as well. So those are some creative alternatives that you can use to get people to pick up the phone . But next, we're gonna dive into voicemail when you actually use it, how you use it to your advantage. Let's go over that next. 12. Navigation Part 4 Voicemails: Okay, welcome back to modern sales. And now we're gonna talk about the voicemails when you leave voicemails. What's good protocol? What should you do in beginning? I talked about how you should plan on being on the phone for between at least 3 to 4 minutes at the minimum per call and every single time the customer sending to the voicemail . They're trying to get you to take voicemail. And every time you go the voice when you're thinking shoot, that's my way out. That shouldn't be your way out. You should fight. Go into the voicemail and you should try not to take toe. Leave any voicemails as well, because when you leave a voicemail now the customer knows who you are. They know what phone number that you are on, and they have another reason to screen you Another way to screen you. And that comes from leaving a voicemail. So I recommend this doing this as a last resort. It's still a strategy, but do it as a last resort. Specifically, I would try to do it on the fifth orm or touch that you do with the customer. So that means you called once, twice three times four times. He never left a voicemail, and you kept trying to get the person live trying to try all these creative alternatives. You said Okay, this my fifth time now is when I leave a voicemail. So if you do leave a voicemail, just a couple things to note, make sure it's simple and vague. Don't leave your whole talk track. Don't leave it out there because you want to leave that talk track to the customer live. That's when it should be delivered. So make sure your simple and vague and the other thing about it is speak very slowly and clearly so the person can hear your number here your name so they know so they can write it down in there notes and put the write down your phone diversity and call back. So make sure nice and clear and slow when delivering your talk track. And the last thing is, leave yourself a note that you left a voicemail with that certain customer because they will call you back, and when they do, they're gonna be vague. There, you say, Hey, I'm returning a call and you're gonna say, Ah, what what's your name. And if you really were expected in return a call, it should be really easy for you to figure it out. Right. So make sure you leave yourself a note that you left a voicemail with that customer. So when they call in, you'll quickly be ableto go right into the talk track. The specific talk track for that company if you do it. So what do you say when he actually even voicemail? Hi, Tom. It's Derek. I'm calling regarding X Y Z Company. You could reach me back at 5555555 Again, that number is 5555555 Thank you so much. Look for to talk to you soon. That's what I recommend you say. Keep it nice and simple, but you should repeat the phone number, obviously a few times, so they have time to write it down. But what you're saying is your name your first name and you're referencing an account, referencing something that would make sense to the customer. So if you're calling one company and there's other companies in the area that are in the similar industry or similar to them, that you already work with today than I recommend. That's the company that you're referencing. So to keep it simple. If they are Coca Cola, you could always say that you work with Pepsi, right? So if that's the case, but it's just purely as an example. So the situation would be Hi, Tom, it's Derek. I'm calling regarding Pepsi. You can reach me at this number. Repeat that twice. Thank you. Look forward to your call, Right. Keep it nice and simple. That's all the voicemails. But again, remember, if you leave a voicemail, leave a note for yourself because they'll call back and we'll say I It's Tom. I'm returning your call, and you shouldn't be like Tom. What company with you should know that Tom is calling you back? He's with this company. And this is what you're calling for. So be ready when they call you back. Okay? Next we're gonna dive into What do we do when the decision maker picks up the phone? We're going through that next 13. DM Answers Overview: okay, We're back of modern sales. Now we're gonna talk about what do we do in the decision maker? Picks up the phone. I've got three parts to this section I want to talk about versus the numbers game. So you know how to effectively track your results And in order for you to be more effective when you make the next call, then we talk about your talk track, how you deliver it, how you make sure that you connect with the customer during that talk track. And then the last part is common objections that you're going to receive over the phone, How you navigate through that. How do you make sure that you're ready for these calls? Remember, There should be no surprise is that this part of the sale should be no surprises on the decision maker picks up the phone. Seen a lot of times Reps. Go. The decision maker says Hi, it's Tom and they say, Oh, uh, that doesn't need to be you. You should be ready. No surprises. I'm gonna talk to about all the things you need to do to make sure that when Tom picks up the phone, which he will that you get an appointment out of it, or so to start off, we're gonna go through the numbers game formulas, so we'll cover that next. 14. DM Picks Up Part 1 Numbers Game: okay, Back to modern sales. Now we'll talk about the numbers game formula when the decision maker picks up the phone. So this is where you're to be tracking your results. How you're doing as a decision maker picks of the phone because this sort of information is gonna help you improve your skill sets. So the next time you make you get the opportunity to pitch your product or service, you can tweak things and watch as your results increase or decrease. But most importantly, your skill sets go up because you're tracking how you do on the phone. This is what I would track. First. I would track the number of times the decision maker picks up the phone. When I talked earlier about your number of dials, you should make a day and let's just say use 40. I said that typically, if you're making 40 dials a day, you should get at least five decision makers to pick up the phone. I think that's a good number, but you need to track for you every single day how my decision makers actually picked up the phone that day. Then you need to track number of appointments that you set because there's a ratio that comes from their number. Decision makers that pick up the phone number of appointments that you're able to set. That ratio should tell you that this is how good you are. Will win. A decision maker picks up the phone. You should also be tracking the objections that you receive. What did the decision makers say to your talk track? Write it down because when you write that down, it tells you things. It tells you that maybe something could be causing that. You're saying the city maker to give you an objection. The words that you used, the reference account that she used something triggered an objection. What was that? Objection. Are you getting the same objections with every decision maker that you get? What is that? You need to track that? The next thing that she should do is in general. What are they saying to your talk track? Is it a straight Yes, I want to meet. What is that? What is what? What are their responses to your pitch? Those sort of things are all things that you should be tracking because you need to look at it seen. There's no perfect talk track. There's no perfect script. You need to constantly improve your skills that comes from being observant to what you're saying and what they say back. The last thing I'd mention here for the numbers game is Are you building relationship? How many of these decision makers that you call or just flat out hanging up the phone on you without anything else where you build in some sort of report on the phone? Because you want to make sure that you're coming across as someone that is likeable, that they're hearing that, that they're hearing you on the phone and saying, You know what? I'll get this guy's shot or I'll even give it a shot to give his whole entire pitch. Are you building a relationship? Are you tracking the number of people that you're getting closer to based upon your talk track? Or is it just this person don't wants nothing to do with you? So those of things I'd say for the numbers game formula, the next part that I'm to go into is what's your talk track? What you going to say when they get on the phone will cover that next 15. DM Picks Up Part 2 Your Talk Track: okay, Back of modern sales. And I want to talk about your talk track in the decision maker picks the phone. What do we say? Well, I've said this multiple times inside of my my sales. Ah, modern sales. Siri's. There is no perfect talk track. Don't listen when someone tells you Oh, use this script. It always works. So use that scripted always works. They're crazy. If this it just doesn't exist, you never know what's gonna make some of pick up the phone. I'll give you. I'll give you a great example. There was a time when I was training people from all across the country and I had these people in front of me. My job was to help them get an appointment when they call the customer. So I had all of these things written on the board. Same sort of things I'm telling you, but different things that I recommend that I would point to the board and I'd say I'd recommend you say this next would say this next. I'd say this next. So it's coaching them live on how to get an appointment. So the first person that I was helping to get disappointment sits in front of me and there's a group of people behind him. And those are all the people that I'm gonna call, make phone calls with next, and this person's coming up. He's like, I want to go first Eric. So he sits in front of me and he calls this number and this guy must have been from, like Kentucky or something. It was further away from where I am, Um, and, uh, he's got, as I said, Do you have your talk tracks ready to go to have your objections ready to go? He says. Yeah, I got it already. Derek, I'm ready for this. So he has his talk track for a CFL. He's his talk truck for a C I only as a top track for a CEO. So he calls. And this he says. I'm calling the C I O. First migrate to get your TCO talk track in front of you. He's ready. He calls a direct extension, and the CEO picks up the phone right there on the spot. And so he's looking at but up at me. And he's freaking out scared. Remember, there should be no surprise. You should be expecting that to happen because you're ready, you're prepared. But he was a little nervous, so I said, Use the talk track. And so he looks down and he starts reading to the C I. A. Which of the chief information officer he starts reading the chief Financial Officers talk track, which is, as you know, they're different titles, different responsibilities. And he reads this talk track to the customer, and the customer says, What did you just say? And the reps freaking out again? He's scared. He's nervous, and I'm saying You're reading the wrong talk track. You got to read the C I O talk truck. You just read the CFO talk track. Of course I'm saying that quiet because he's on the phone and he's on speaker phone so I could hear what's going on. And so he starts just mumbling a bunch of things that to the CEO. And the CEO says if you can't tell me why we should meet in the next 30 seconds, this conversation is over. I'm not joking. This is what the CEO said to him. So he just goes it. He grabs the another eager probably. I think he grabbed the CEOs talk track. Then he started saying it. The guy says this conversation's over, hangs up the phone on So the reps just completely nervous and I'm thinking, I'm trying to help him out. But he's reading the wrong script, and it's right there in front of them. What am I supposed to do outside of saying it for him? So he was really down on himself that day, but the next day we made We had a phone blitz again, and he comes up to me when he says, Derrick, I called the same company again today, but this time I called the C F. O. And I read the CFO talk track and I got an appointment. I said, Wow, that's great. I was really excited for him because he kept at it. He didn't let that one talk track get under his skin and let that one CL, which was pretty tough bathroom. He kept at it. He then actually contacted me a month later, the same rep, and he said, Hey, Derek, just remember me. I called that one, see Io, and he hung up the phone of me that I called the CFO in the CFO city appointment may. Well, today, I just got the deal at that company. They signed the order today. And the funny thing, the funniest part of it is the C i o. The person hung up The phone on me was the one that signed the order. I thought that was a great story and it was true. And it just spoke to how you never give up you, no matter what happens on the phone, whether it's a success or it's not. When you call in the decision maker, you keep going and eventually gonna win. So back to your you and you making phone off the phone call in the decision maker picks up , you're prepared, you've got your talk tracks. You've got your objection handling in what you're supposed to say on each in each one, no matter what happens, you want to make sure you're delivering your talk track with confidence, and confidence comes from speaking, speaking loud, speaking, slowly speaking, like someone that's not a robot speaking like you're talking to a person. To people talking, there should be no surprises, so you should be very comfortable with your script. It should be the first time you're going through it when you're talking to that customer. I remember. No matter what happens whether you get an appointment, that or they or you don't. But they hang up on you, you're gonna call back and either gonna call back to that same person where you're gonna call another one of the contacts, that company. But you will eventually break in there. Don't worry. So what's an example of something you can say? I'm putting it up here on the screen right now. Here's an example. And again, if you want to create one of these for yourselves, I would recommend you check it out. My value propositions Course where I where I help you create scripts for your business that you can apply and to make sure that you're setting up appointments every single day. So in this situation Hi, Tom. My name is Derrick and I was in your office on Tuesday and I spoke with Joe and he mentioned you were the one who handles the purchasing for your office, writing equipped equipment or writing instruments. Is that correct? Yeah, that's correct. That's may well have the reason for my call is our work with companies in your industry like X, y Z and G F Company down the street from down down the street from you. Specifically to help ensure that the pens their sales reps use improve their corporate brand by increasing professionalism, I'd like to set up a meeting with you to share more information on Tuesday or Wednesday at 10 30 which day and time frame works best for you. Now that's an example. I'm reading it. I know you see it on the screen here, but I want to highlight a couple parts of it. The first part is I was in your office on Tuesday and I spoke with Joe. Now this part's really important because it shows that you're credible. It shows that you know their business. It shows, you know, people in their office. And in fact, those people recommended that you talk to them whether that they actually did recommend you to talk to them or not, doesn't really matter. But what matters to the customer is that you're safe. You're not just some random person calling them right. The next part of that is your qualifying. You're asking, is that correct? your qualifying that they're the right person for this talk track. And what you're gonna find a lot of times is, let's say in this situation were calling for Tom. Maybe the customer has multiple times. If they've got multiple Tom's, they might have transfer you to the wrong Tom. And that way that person would say, Oh, no, that's not me. You're looking for Tom Jones in that situation off. Thanks. Could you transfer me to Tom Jones? You know, now, you know. But that's why we clear if we qualify the person calling, right? Right in the beginning. The next part of what you want to highlight here is you say the reason for my call. This is a trigger because people want to know what you're calling for. They want to know that the reason for my call. And that's when you get into your value proposition. Why work with companies in your industry like you get it? Give a couple examples. This is where you should have accounts already lined up that are either close to them physically or people that are similar companies to them that they can identify with and go . Oh, yeah. Okay, I know that business. And if he works with that business, then then they probably know about my cup, my type of company. So that's another thing that you do, qualify yourself. Then you have your talk track your actual value proposition. And then at the end, you said like to share set up a meeting with you to share more information. Now, a lot of times with setting appointments with people people might be might be nervous to meet with you because they think you're just going to sell something to every single time you meet every time they see you. Well, you want to set something up differently, saying I'm not here to sell something to you. I just want to share information with you. And that information could be something that could help you make better decisions in the future. Whether or not you buy something for me or not, it's more of a soft way of meeting with them because you're saying I just want to share information. Those are things I recommend are in your value proposition, whatever it is that is that you, Taylor, for yourself. So keep that in mind. Next, we're gonna do is we're gonna talk about common objections, The customers going to say because most of time and deliver this, they're going to say, yeah, want to meet? It does happen. But we'll talk about those common objections and what you do when you get him. 16. DM Picks Up Part 3 Common Objections: Okay, We're back. The modern sales. Now we're gonna talk about the common objections that the decision makers going is going to give you over the phone. I've got a couple things I want to talk about before I give you the objections, but four objections. You want to make sure you're ready for them? Remember what I said before? There should be no surprise is on the phone because you need to be ready for them to just hang up the phone, because that happens. What happens? Obviously, you are not gonna take it personal. You're gonna get through that. And you know I'm gonna get a next time. But you should be prepared for them to say anything because you have your notes. You got everything right there in front of you now with objections, objections. And I mentioned this in my other in my objection handling course. And in my had a prospect on foot course objections. Air Never, really. They never are really what they seem. Because objections are like the tip of the iceberg of something. There's all this history and belief in experience and thought process that a customer has to make them decide if they want to meet with you or if they not want to leave you and then they're ending comments you as the objection. So don't just take the objection as meaning exactly what it ISS because your job as a sales person, where your job in general and trying to trying to get a next step with this customer is to try to find out what's the root of their thought. Process on why they're giving this objection. Because if you can get to the root of find out where it came from, it's so easy to handle that objection. Remember that now we're over the phone, so over the phone that's a little bit trickier than it is when you're in person, because over the phone you might only have seconds to handle that objection and that in second standard, that objection means that what you say is so critical. Now I've had examples with with with other reps and I mention it's another course. But remember when I said I was, I was coaching reps, they're making phone calls, and I'm helping them gets an appointment. One time I gave them Ah, technique, which is called the ledge and the ledges. Something saying something very simple, which is which is You know what? We should really get together. That is the ledge. You know what? We should really get together. So I'll to give an example of how we use this, the reps in front of me, and he calls the customer and custom picks up the phone and he delivers the talk. Tracking the customer goes, you know, I'm not interested. He says that to the rapid wraps, looking up at me, saying, Oh, no, I got I'm not interested in what I dio And I pointed out the ledge. So the rep goes, you know, we should really get together. How about this time or this time Which time expressed for you and this customer that just said I'm not interested goes, Oh, this time sounds good and he sets the appointment right there. There's no real reason for it. There's no need it there. The eating of dress addressed the objection. He didn't handle the objection, but what he did is he said, something that showed confidence that that show that it didn't faze him with the customer and said, and in that specific situation. It was enough to get the customer to meet with him. So remember confidence in your response back as soon as they deliver an objection to you makes a big difference in how you get an appointment. Now the number one question that you will find after you deliver a talk track more than any objection. And it's not an objection. But the number one question you do get is what do you do? What is your company? Dio, Could you give me some more examples about what your company has it done? That's not objection. I'll talk about that. I talk about how to handle that in my my objection handling course. But that is not an objection you got. Remember that. So be ready to handle. What do you do? What did you for another company, those sort of things are gonna come up. Okay, so now the four common objections that you will get the first caught, most common objection that's gonna happen is they're going to say to you I'm not interested . Oh, no, they said I'm not. I'm not interested. What do you do? Well, don't overthink this. You just need to have your cards or your piece of paper that has that objection. I'm not. I'm not interested Written out and you need to have a response inside my objection handling course, I go through different responses that you can have and how to tailor that one to yourself. But remember, that's gonna happen. And there's a lot more to be. I'm not interested in just what it is on the surface. The second thing that they're going to say to you is I'm too busy. I don't time. So when that happens, you should have written out. I'm too busy. What are you gonna say? You should figure that is. Start with whatever response you think is a good response to that. Write it out and see what happens when you deliver it. Everybody's different, so make sure you have a good one for your business. The third thing they're going to say is, you know we're good where they'll say we already have a vendor that handles that or they'll say, You know, we're all set. I put that onto the same thing is it's the word Good response. Now, when that happens, you should have a response. You should expect that No surprises and you should be ready to a little bit Deliver it right away. So make sure you have something there in the last part. Is could you send me some information? That isn't the fourth objection that you're going to get and it is an objection. So do you have set that you can send them right away? Where do you have a response of how you're gonna? How you would handle that? You should be ready for that. So those are the four most common objections people give. That's what you do. When you get people on the phone you get, you should expect that. No surprises. So next I'm gonna talk about what's what do you do after all this? Whether it was a good day on the phones, where a tough day on the phones. What do you do next? Recovering that in the next video 17. After the Cold Call Reviewing your Results: Okay, We're back with modern sales. Now we're gonna talk about what do you do now? The day's over. You just finished making your calls, Whether it was 40 calls or 50 calls, whatever it is for you that you did, you did for the day. And the first thing that I would recommend you do is look back at your goals. The most important thing you can do in sales is keeping mindset strong and positive because sales is it's, It's a journey. It's not just gonna be. You can't expect to hit a home run. You can't expect to get every appointment that you call on the phone. That's unrealistic. Remember, you have goals set for the day, so let's start with it. Did you hit your goal for the day? And the most basic goal is Did you call the number of places that you said you wanted to call that day? Where did you let things get in the way? If you said you wanted to make authority calls that day and you hit 40 calls good job. You should feel good about that. Make yourself recognize the fact that when you set your goal for the day it was 40 calls and you accomplished it. You're setting your mind to something and you're doing it. Those dials whether or not you saw you can see it today or not, they will come back and you will get appointments of those places down the road and the information you found it. Those places, it's going to be critical and you making money in the future. The second thing I look at for goals are Did you find any great pieces of information that was that that you were just really excited about? Sometimes the best pieces of information that you find or that the places that you're calling that you have a good report with might be a bigger opportunity for you than you thought it was beforehand. Maybe he found an account that that one customer, if you broken that one account, you could be make heading your yearly commission goals. That's exciting, right? You should get excited about that. That's something that's a great win. Did you did you hustle for the day? Did you look at it and say I need to be on the phone 3 to 4 minutes at least Every single place and not give them not not just leave voicemails. Did you hang on there? Did you ask the gatekeeper questions? Did you follow the process? Did you do a great job with that? Did you hustle? And if you did, that's awesome. That discipline is gonna be the discipline that you that you're building today and you're working on today That's gonna pay off in the long run. So remember your goals, your goals. When you look back on whatever you did for the day, you always count the little winds. The people that don't count the little winds of the people that eventually say, I'm not cut out for this. I'm not cut out for sales. I don't want control my income because I'm just not the right type of person for that. Don't forget whether the person whether you know, people that are the top sales and sales person in their industry or whatever everyone prospects not everyone likes prospecting. People typically don't like prospecting. But if you find a way of tweaking the way you look at it to say, I'm gonna find a bunch of little winds, those little things that you find every single day are nuggets their seeds that you plant and then to becoming a great future for you. So look at it the right way. And if you dio, you'll find that success is just gonna be a numbers game. So next we're gonna talk about what do you do with this data when you get it? What? You plug it in so you could make sure that you capitalize on your great work that you did today. We'll cover that next. 18. After the Cold Call Logging Your Activity: okay, We're back from our sales. And now we talk about all the hard work that you did for the day. What do you do with it? What do without that information you collected? How can you make sure you capitalize on that? Well, if you're with a larger organization, you probably have some sort of customer relationships management software, like a CRM software. Or if you're a smaller company, it's just you. I recommend you find someplace toe log this information. At the very least, it should be in something like Excel, where you can quickly go back and log in the data and see it to see what you did in the past. This sort of information is information that's that's gonna help you make money in the future. So things that you could be tracking are things like, um, the quality that the information about the contacts do You have their direct extension. The other email address. Do you have three contacts that are good for you to reach out to every single time? Because that data increases the quality of your list, and the better your list is, the better chances. You'll have it getting someone to pick up the phone when you call. Also, did you find information about their buying window? They're buying time frame. Maybe you found information like they said, You know what? We We would be interested in your products or services, but not for a couple months. Call us back in a couple months around this time frame because we'll be ready to meet with you. Then did you record that information? There's no way you can remember all this data. Remember, I talked about how I talked about how If there's 3 to 5 pieces of information that your collecting and you're collecting, you're making 40 calls a day. If you're making 40 calls a day, we're talking about thousands of pieces of information that your collecting every single month about hundreds of customers. There's no way you can remember that. Don't still be those people say, Oh, yeah, I got a great memory. There's no way you remember that much. It's just it's not possible. You've got to look a lot of that data in a customer relationship management software or just in the very least, on your computer somewhere so you can go back and make sure you're capitalizing on all that information, make logging your days information part of your life. It's got to be part of it, just like getting up, you know, getting ready for the day, making sure you have your list making sure that you're making your dollars for the day. Party today has to be recording data. It's got to be there. The people that are the most successful out there in every territory are the ones that know the opportunities, the ones that know who to call that. The note. The people who know wind a call and they're the people that know let talk track and and what had a tailor, their pitch to the each, each individual customer. Those people are great at recording data. You need to be like that, and it takes discipline. So part of it makes make sure you have it part of your day every single day. The last part, I'd say, here is there's technology out there that you could use to your advantage, the technology, there's technology and our phones. There's technology on our ipads. There's technology on our computers. There's technology all over the place. There's things that you can put in place to remind you to call certain customers back, setting yourself appointment requests, leaving herself notes, whatever might be. Use technology to make sure that you capitalize on every opportunity in your territory because it's there, and if you don't use it, it's just a waste of technology. So the last piece I'd say about about data, remember that it's gonna take you at least at least 10 times calling somebody every week or every month or every every few months, at least 10 times to set up an appointment. Don't be unrealistic to think that you're gonna get unemployment every time you said it. Make a call. Obviously you're going to be prepared for it. But you need to be prepared that if it is a good opportunity, it's going to take you 10 times of Prospect into that customer to get an appointment. So if you have that in your mind frame in your mind and know that every single touch or calling them, you're gonna try to collect all the right information, your record that and it's getting you that step closer to getting that appointment. That's the right frame of mind. Counting the little winds. So it's gonna take you 10 plus times and the one that you did today, one that you did yesterday that you're recording is one step closer. So that's what we have for the for recording data. Next video. I'm gonna wrap this course up, so see there. 19. Prospecting over the Phone Course Summary: okay, We're back of modern sales, and you've just gone through my entire course, and I would just want to take a couple minutes to reflect on what we've learned today. We talked about preparation over the phone, things that you need to do advantages that you have to make sure that when you're calling every single day, you can do things that you could never do in the field. And you can have all your all your scripts and all of your objection handling and all your data right there in front of you. And you could just quickly refer to it as the questions come up on the phone and you don't you don't skip a beat. You don't miss a beat. We talked about that. Then we talked about the navigation process, all the things that you do when you actually make the dial, how you how you turn the gatekeeper into your advocate into someone that's helping you. The ways that you ask questions to make sure that the customer thinks that you're supposed to be talking to them, the process and doing that, and how that it effects on the long run your numbers game formula. Then we talk about what do you do in the decision maker picks up the phone? What do you say? I gave you some examples and some good stories, Some other stories. But for you, the decision maker pick up the phone isn't going to be the end. Whether it's a good thing or a bad thing, you're building relationship and you will eventually get an appointment with them. So don't worry. I talk about that. I talked about the common objections that you received. Talk about talk tracks. We went through all of that. And in the end we referred to the next steps. And how do you make sure that prospect is something that you can you can build upon because it might take you up to 10 times calling one customer just to get an appointment? Remember, prospecting is tough. It is. Don't kid yourself, But if you look at it and you count the little winds things that you do every single day and you come into India into your office, you come in, you get ready to be a Z effective as possible. It is just a numbers game. You will eventually become that successful person that you've dreamed of that you want to be. It's a formula, It's discipline, and it's not just luck. So you have learned from this course, and I've got a bunch of other courses to that could help you. But you learn from this course how to be effective over the phone to make sure that you have. You said as many appointments as you can because much great information as you can. And I know that you will be successful just like all the other people that I work with every single day. So thank you so much for taking the time toe watch this course. I'm so excited to see here about the results that you're gonna be getting in the field by doing things like this. So one last time, Thank you so much. I appreciate it. And I hope I see when one of my next courses have a great day 20. Bonus Video 2022: Hey, there, care. Thank you so much for taking this course. I know it's going to help me get to that next level in your sales career. I have a couple more things that could help you as well. First thing is I have a podcast. It's called in-between sales calls. You can find it on all the major platforms. Apple, Spotify, Google, you name it. Or even if you don't have a podcast player, you can come to my website and play each episode on there. The second thing that I have for you is if you really want to take what you learn in this episode to the next level, you've got to come check out my website, www dot modern sales I've got everything on here, all the courses you can possibly needed come great at sales. And even I've got two podcasts that I mentioned, a resource site, blog, everything that you need to become the best sales rep out there is there. And on top of this, I've got my modern sales training academy that you can login from there. It's, it's free for you to join. And I've got courses on there as well that right now that the course has taken on Udemy or just two parts of this entire program of sales and 21 days so that there's so much more on there. You got to check it out. Thanks so much. Hope to see you in the next course. Have a great day.