It’s pretty simple:

Buy ONE item, get TWO more (of the same or lesser price) absolutely free.

Questions, or to Order, Call

"Smart Calling-Eliminate the Fear, Failure, and Rejection from Cold Calling,"

First, say the words, "cold calling."

That causes chest-tightening, loss-of-breath anxiety for many.

Let’s look at a typical cold call opening.

"Hi Mike, I’m Dale Dufus with Insurance Partners. We provide employee benefits, including health insurance. I’d like to take 10 minutes of your time and tell you what we do, and show you how we could save you time and money. I’ll be in your area next week. Can we meet either Tuesday or Wednesday morning?"

There were no fewer than SEVEN mistakes there that would cause the caller to get blown off the phone quickly. (We detail these, and about 20 others in the book.)

That was a pure cold call. And it’s dumb. I suggest you never place another one. In fact, never even use the term when referring to professional telephone prospecting. You can prospect by phone successfully, when you are Smart about it.

Let’s look at another opening from a sales rep who "gets it."

"Hi Michael, I’m Pat Stevens with Insurance Partners. Hope you enjoyed your golf vacation. In speaking with your assistant, Suzanne, I understand that you are evaluating your competitive edge in the employment market and what you can do to attract and keep the top talent in your various locations. We’ve been able to help other companies in the same situation lower their recruiting and hiring expenses, and increase their retention of managerial staff. I’d like to ask a few questions to see if I could provide you some information."

Pat was able to do a number of positive things in this opening:

-He used Michael’s first name, since he knew that Michael was somewhat of an informal guy who no one called "Mr. Johnson," and hated to be called Mike.

-He knew Michael is a huge golf nut, and just returned from a golf weekend

-He mentioned Michael’s assistant Suzanne, adding credibility

-He knew that the company had recently missed out on some managerial candidates who were hired by the competition because of a better benefits package, as well as some existing employees who left for that reason

-He did not talk about insurance or benefits, but instead, results– the precise results that addressed the issues that Michael now faced.

And all of that took place in the first 10 seconds or so. Later in the call Pat also:

-Asked questions to which he pretty much already knew the answers about the company’s growth plans, their position in the marketplace, and the existing benefits package and how people felt about it.

-Commented on the great article that Michael had written for Construction Executive magazine.

-Asked about Michael’s experience working with one of his company’s competitors prior to coming to work for this company two years ago.

As a result of all of this, Michael of course viewed Pat not as the typical sales rep, but as someone who understood his business and what he was concerned about right now. Plus, he liked Pat. And Pat got an appointment.

How did Pat accomplish all of this?

The same way you can. Pat did his research. He did Smart Calling™. There’s no excuse NOT to.

He used several online resources and social media sites to get personal and professional information about Michael, his company, and industry, and very importantly, what Michael was concerned about right now.

Then Pat used "social engineering," the process of speaking with other people within Michael’s company to gain intelligence about the company’s current situation regarding their recruiting, hiring, and retention issues, and present benefits package.

He also learned about Michael personally from his assistant Suzanne and a few others in the department.

Notice that Pat used a conversational, soft-sell approach in his opening to minimize resistance, and to create interest and pique curiosity. This put Michael in a state of mind where he wanted to hear more.

Can you see the difference between this and a typical "cold" call, where the sales rep knows nothing about his prospect, and is simply smilin’ and dialin’, repeating the same tired lines and closes to everyone who will listen?

There is no reason–other than laziness–to ever place a "cold" call. Use these ideas to make your calls Smart, and successful.

We are still offering all of the bonus audios, e-books, and special reports, over $450 worth, from a number of other sales experts (including Zig Ziglar) who partnered with us in this launch. Amazon is now shipping books again next week, and they are offering it at a crazy-low price of under $15. Get more info, watch a video about some more opening mistakes, and order here. http://www.smart-calling.com/launch.html

"People Buy You."
_______________________________________________________

The secret to opening a conversation with a stranger is not what you say but rather what you ask.

Among the most difficult (and scariest) things to do in life is making small talk with total strangers. Yet in business we are forced to do this every day as a core part of our jobs – especially when selling over the phone. Every first time appointment or meeting with a customer, prospect, or new colleague requires us to initiate a conversation with a stranger.  For some people this part of the meeting is so uncomfortable that they would rather get a root canal instead. 

Of course, most people don’t take the time to put themselves in the others person’s shoes and consider about how uncomfortable they must feel too. Like you, they are meeting a stranger and being forced to make small talk. They also have their guard up because a) they don’t want to be sold or manipulated and b) they are prepared for a “snappy line” or intrusive personal questions. Frankly, first time meetings are as hard or harder on others as they are on you. We are all human and as I said earlier, meeting strangers is one of the scariest things we do in our lives.

So consider this: What if, the key to making small talk and beginning the relationship building process is simply helping the other person feel at ease?

You see, the secret to opening a conversation with a stranger is not what you say but rather what you ask. Unfortunately many people waste time, energy and emotions trying to come up with a line or a joke to break the ice and relieve the inevitable tension when new people. Unfortunately, these practiced lines just make things worse. Others see right through these contrived statements that lack authenticity. They know, and you know, that the gesture is not sincere. So you both do your best to get past the awkward silence and on to business. However, because you failed to create a connection it will be difficult to have an open, sincere and honest conversation.

However asking a question, instead of making a statement, takes advantage of one of the universal laws of human nature and engages your counterpart right from the start. All people have one insatiable craving and that desire is to feel important, valued, and heard. The most effective way to engender these feelings in another person is to simply listen to them.  When you ask a question, you provide an opportunity for the other person to become the center of the conversation. And by giving them your genuine attention and interest you are giving them the greatest gift of all – the feeling of importance.  When this happens you will quickly develop an emotional connection. Your prospect will feel at ease and your conversation will almost always be successful.

You must be careful with your first questions though. Imagine sitting on a plane, bus, or in a public place when a perfect stranger walks up to you and starts asking personal questions about your family. How would that make you feel? In all likelihood your walls would go up and you would have the overwhelming desire to get away.

So the key is to ask questions that are easy to answer and the other person will enjoy answering. For example, if you have done research prior to your visit and you know that they or their company have recently won an award or been honored, ask about this. 

Once they begin talking listen deeply with your eyes, ears and heart. Give them your complete attention. As you listening you will discover clues that lead to follow up questions that keep them talking. The more they talk and the more you listen the stronger the connection. Soon, with the connection you have made, you’ll find that the other person no longer seems like a stranger and you will be able to smoothly transition into a comfortable, substantive conversation.
 
(Jeb Blount is the CEO of SalesGravy.com, the most visited sales website on the internet. A respected thought leader on sales and sales leadership, he is author of three books, People Buy You: The Real Secret to what Matters Most in Business, Sales Guy’s 7 Rules for Outselling the Recession, and Power Principles. He is the author of more than 100 articles on sales and sales leadership and the host of the top rated Sales Guy Podcast. When you buy Jeb’s new book, People Buy You, today, you’ll also receive thousands of dollars worth of bonus gifts from sales growth leaders – learn more at www.PeopleBuyYou.com.)

_________________________________________________________________

Everyone has had those embarrassing or funny phone experiences we love to share. Here’s your opportunity to tell the world, and possibly win a new OfficeRunner Wireless Headset System from Sennheiser, provided by Headsets.com. (I have one of these myself and I can tell you that it rocks!)

Here’s how the contest will work.

1. In the Post a Comment section below, describe your funniest or most embarrassing phone experience. (You’ll have plenty of space, but obviously people won’t want to read a novel.) Don’t be shy! We will accept submissions until Sunday, August 8. At that time our panel of judges will pick 5 finalists.

2. On August 9 we will announce the finalists and put up a Voting Page where you will have the opportunity to vote for your favorite. The top TWO vote-getters will win a headset. (Voters will be allowed to vote just once).

Example
Yes, I have had a lot of both embarrassing and hilarious phone moments over the years.  One that comes to mind was in my first year of business. It didn’t happen to me, but I witnessed it. I was in a client’s office and he was on a conference call with a prospect. He had the call on speaker phone. The client was a bit arrogant…OK, kind of a jerk. (In those days I would take on anyone that would pay me). He was mocking the prospect as the prospect spoke, making faces, nodding his head, basically acting like a juvenile. He then hit the "mute" button, and said to me, "These guys are real losers, aren’t they?" Well, he thought he hit the "mute" button. There was a moment of silence, and the prospect said, "Who are you referring to as losers?" My client tried to dance around the issue, to no avail. He didn’t get the business, and I didn’t work with him long either.

Let Others Know!
Pass this on to anyone who might want to share their story, or get a good laugh. The link directly to the contest page is http://bit.ly/dmIGm9

But it happened. I’ll explain in detail.

I overheard Steve, my marketing guy, who also answers the phone in my office, talking to the caller:

"Well, that would be Art. I’ll transfer you."

He put the call on hold and said to me, "Some guy wants to talk to someone about Internet marketing. He’s being pretty evasive though. Might want to turn your recorder on for this one."

Sounded like it might be good material for this newsletter.

"Hi, this is Art."

"Doug? Did you say Doug?"

What a great first impression this guy was making. (I almost laughed out loud, being reminded of the movie "Multiplicity," where Michael Keaton WAS Doug, but the mutant clone kept calling him "Steve.")

"No, this is Art."

"Oh, uh, yeah, hi Art. I’m _____ with (I didn’t write down or remember the company name.) I just wanted to touch base to see how your Internet marketing was going."

"It is going just fantastic."

"Oh, good. Tell me what you’re doing there."

"Look, I’m busy (isn’t everyone?) and not interested."

End of call.

Wow. Let’s examine how this guy never had a chance.

Mistake 1: Not Getting a Name
He didn’t even get my name, therefore the comical "Doug" scenario, which blew him out of the water three seconds into the call.

He could have simply started out by initially identifying himself and his company to Steve, and then asking, "I hope you can help me… what is the name of the person there who is responsible for yourInternet marketing."

Mistake 2: Being Evasive.
Do some salespeople not realize that the person who answers the phone for decision makers actually TALKS to the decision maker before transferring the call?

Based only on what Steve told me before I picked up the phone, I for the most part knew that this caller had zero chance of success–except for the basis for an article like this one.

Callers must be prepared to work with the personnel who are closest to our buyers, gain their trust, and discuss value where appropriate.

What do assistants, screeners, office managers and others say about you?

Mistake 3: Not Getting Smart Call Intelligence or Doing Homework
Again, because of Mistakes 2 and 3, he didn’t ask any questions of Steve. Hmm, let’s see, call me crazy, but it seems that if you’re selling some type of Internet marketing, it would make sense that if you visited someone’s website, and found out what type of Internet marketing they do now, then you would be much better prepared to put together a nice opening, and ask intelligent questions.

So, after asking for the decision maker’s name, it’s quite simple to say, "Great, so I can be sure that what I’m calling about has value for the boss, I’d like to ask a couple of questions. Please tell me …"

Mistake 4: Horrible Opening Statement
To review,

"Oh, uh, yeah, hi Art. I’m _____ with ______. I just wanted to touch base to see how your Internet marketing was going."

Come on now, read this again, and think about how absurd that question is. What in the world does he expect people to say?

"Oh, my Internet marketing isn’t going well at all. I’m glad you called. I bet you can help me."

Right.

There are two purposes for the opening:

- put them in a positive, receptive, frame of mind, by mentioning an item of interest … a possible result or benefit you might be able to deliver, and,

- move to the questioning phase of the call. BUT, the first objective must be established.

Mistake 5: Asking Questions When They Don’t See A Reason to Answer
Again, as part of Mistake 4, if we don’t put them in a positive frame of mind, but then jump into questions, they don’t have a good reason to answer, therefore the call goes down in flames.

So short of a call, but yet so many opportunities to screw up. And this guy hit most of them. Sadly, I see this all of the time.

Worse, he probably believes that prospecting for him is "just a numbers game." Make so many calls, and you’re that much closer to getting a yes. Actually, he’s that much closer to getting another no, and he’s getting really good at making bad calls.

If you place prospecting calls, analyze each of these mistakesto be sure they’re not part of your calls, and practice the right methods, the Smart Calling way instead.

And by the way, these are just some of the call-killing mistakes made on dumb cold calls that I cover in my new book, "Smart Calling-Elminate the Fear, Failure, and Rejection from Cold Calling." Of course, we cover, in-depth, what TO DO instead.

We’re still offering over $450 worth of free bonuses to purchasers. See complete information, including a video of more opening mistakes at http://www.smart-calling.com/launch.html

If you’d like to discuss the possibility of having your own Smart Calling workshop, or telesales training on the entire call and process, or any part thereof, of even a webinar, contact me, (402)895-9399, or fill out the form at http://www.smart-calling.com/training.html

If you are involved in inside sales, and I’m assuming you are using the phone in some way in sales since you are reading this, I urge you to check them out and join. http://www.AA-ISP.org.

I also attended their second annual Leadership Summit in May. I was invited to be added at the last minute as a speaker, but because I didn’t get involved with the group until right before the conference, I declined, wanting to simply observe and evaluate what was being said by speakers and attendees before I fully committed to getting involved. My report is that, again, I was impressed, and will be promoting the association, as well as speaking at their events in the future.

What I had heard at the conference confirmed much of what I have been writing about and teaching myself, but it did also open my eyes wider in a few areas.

I’ve assembled some thoughts and musings about where I feel inside sales is headed, and points about the environment in which we sell today.

Information tools are abundant.
I have for years preached and insisted that sales pros do their research and be informed about their prospects, companies, and industries before calling. That is the foundation for Smart Calling .

Today there are a host of companies that help you to obtain, consolidate, sort, and interpret the sheer amount of data that is available. If you are not using any of them, you are handicapped. To see some of the best ones available, see Josiane Feigon’s free ebook, Smart Inside Sales 2.0 Tools  http://www.smartinsidesales20.com/

Buyers lives and habits have changed.
I’m often asked what is the biggest change I’ve seen in inside sales over the years. Without a doubt it’s how buyers–and everyone for that matter–conduct their lives as it relates to their technology, how they communicate, the real demands on their time, and outlets for wasting time.

People are busier. And less productive. How many times in the past couple of hours have you touched your cell phone, checked email, accessed a "social network," or been online for anything?

And really now, how much of that was absolutely necessary and productive? See. Point made.

The relevance and challenge for us is that this is what we are competing with and trying to sell into, attempting to cut through the noise and clutter to grab the buyer’s attention. (Get Jill Konrath’s book, SNAP Selling for a great, in-depth guide on how to sell to these crazy-busy buyers. http://www.SnapSelling.com )

We must adapt or fail.
I have been a horrible predictor of new trends. I didn’t think "car phones" would ever catch on…no one needed to be that accessible, I felt.

And when the first drive-through window was installed in an Omaha-area McDonalds 35 years ago, I thought that was stupid, it wasn’t a bank.

Fast forward to the past couple of years:I skeptically viewed most social networking as just more ways to waste time. While that’s still true for the majority of people with most of the online sites, the hard fact is, more and more of our customers are using Twitter, blogs, Facebook, and LinkedIn.

Studies show that cell phones are used more for purposes other than talking. People are spending less time at their desk, but still "in touch" through email and voice mail.

I resisted adopting most of this stuff, but I realized that I am not my customer. We need to sell to our buyers the way they want to be sold to, or at least utilize the communication methodologies they are plugged into, or access wirelessly.

And of course WebEx, GoToMeeting, and other online conferencing tools have changed the inside sales function for the better.

Some things remain the same and always will.
What hasn’t changed, and I’m pretty certain that it never will, is that people still buy based on value.

Particularly in today’s economy and environment.

Everything I have taught over the years is just as true today. We need to understand our buyers’ problems, pains, wants and desires, and then match the results of our offerings, and communicate that message in a persuasive way. Bottom line, when you remove all the technology and slice through the cloud of clutter, it still involves people talking to people. You must not let anything minimize this important point.

Technology should help you TALK to people, not prevent you from doing it.

Where we are going:
More smart companies and individuals are realizing every day that while being face-to-face with someone is the most effective way to communicate, it is also the most costly, and in most cases, not necessary in order to sell.

Twenty-seven years ago I started a business that bet heavily on the success of inside sales as a viable way to do business. At least I was right about THAT one. It is even more true today.

Inside sales has evolved from–in most cases–yeas ago, an afterthought, where companies would stick their "telemarketing" people in a corner and treat them like second-class citizens, to what is more and more becoming a company’s only method of selling, and treating that department with the respect it deserves and the resources it needs.

This is the best time ever to be involved in the sales profession, particularly if you’d rather not leave your office or home very much in order to do it.

At the AA-ISP conference I was honored to be named one of the Top 25 Most Influential Inside Sales Professionals. That’s a testament to great pros like you who have used my material over the years to gain results. I look forward to your continued success, and that of the profession.

Speaking of training and sales meetings, we’re now booking up for into the Fall, and early 2011. For more info on having your own Smart Calling workshop, or any type of telesales training customized and delivered, go to
http://www.smart-calling.com/training.html