"Everyone who has attended the class has enjoyed it immensely,
and found great value in your processes. I have not seen a
better method for prospecting in any sales literature or class."
Peters, Training Specialist
have I seen as a result of the training you provided? Salespeople
who are confident about what they are doing, excited about
careers, and excited about their financial future."
Vice President of Sales
H&W Computer Systems, Inc.
"We have never had a sales class in this department that
so immediately affected the bottom line of the company. I
would highly recommend your
class to anyone who wants to jump-start their sales."
M. Hooper, Sales Support / Training Manager
"I have been successfully selling in high-tech for over
30 years and it has become extremely important to be able
to not only keep up the skill level but to learn new and better
techniques to save time and make it count. Your approach certainly
did that for me."
Bellows, Director Strategic Accounts
Micro Focus, Inc
"We sold more during the demo calls that we invested
in the training. Now that is ROI! I've participated in a lot
of training in my career, but I've never seen a program that
impacted performance so directly.The workshop clearly exceeded
National Cable & Television Institute
"Confidence levels have skyrocketed. We are actively
measuring numbers of new quality contacts, number of new deals
generated, size of
pipeline, etc. and all are on the rapid rise. I now can say
with confidence that we have the right sales tools to effectively
grow the business like we want."
Willson, District Manager
"My team has been raving over how easy and helpful this
system has been in getting them the appointment and in front
of the client. Please
continue the good work and we will be sure to have you back
for our next training session!"
Abee, Director of Sales
Valtech Technologies North America
A Few Do's and Dont's
By Ron S. LaVine
President of Intellworks Sales Training, Inc.
DO match and mirror the speed, tone and volume of the other
DON'T speak in a monotone.
DO call for a specific reason such as to provide some information
DON'T call just to check in.
DO go the prospect's web site first to see if they fit your
ideal prospect profile.
DON'T randomly send out expensive (your time, material costs
and postage) literature.
DO tell the truth even if you do not have the answer to
a question at that moment.
DON'T try to fake like you know the answer to a question
DO ask for the business.
DON'T assume you have it until the paperwork is signed.
DO use good manners.
DON'T assume an air of familiarity.
DO speak clearly and slowly when leaving a message.
DON'T mumble your message.
DO leave your name, company name, area code and phone
number twice in a row.
DON'T leave your name and phone number only once.
DO get the person's name right before speaking with them
or leaving a voice mail.
DON'T mispronounce their name.
DO use direct questions or statements such as "Maybe
you can help me."
DON'T use wishy-washy phrases such as Might you possibly
please tell me some information?"
DO write down an assistant's name if they provide it to
DON'T ask for their name and put them on the defensive since
they might think you are going to get them in trouble.
DO develop different forms of marketing materials such as
a one page Key Benefits fax cover sheet.
DON'T rely solely upon printed literature.
DO leave a voice mail for of "What's In It for Them"
DON'T leave a voice mail to see "if they might be interested
in what you have."
DO listen to and concentrate on what's being said.
DON'T let your mind wander.
DO identify all the buyers and influencers.
DON'T rely solely upon one person who may leave for another
DO be polite yet respectfully persistent.
DON'T give up after one or two calls.
Ron LaVine, MBA is president and founder of Intellworks,
Inc., a sales training firm located in Oak Park, CA. You
can get a special report “41 sales Tips You Can Use
Right Now” plus Section One of The Cold Calling for
Sales Success Workbook AND the free bimonthly Sales Tips
for Selling Success eZine all by signing up at www.intellworks.com/free_tips_signup.htm.
If you would like information on Cold Calling Sales System
for Success Live Sales Call Training please call Ron at
818-991-6487 PST. Copyright 2004 by Intellworks, Inc.
Back to Free Articles