Smart Calling

11 June

Business is people buying from people, everybody is inspectors rather than doers, Everything I share with you is worthless unless you do something about it, Work for a reason, payoff will come when u put in to work, 

You can become excellent only after practising prospecting.

Part one 

You should love rejection, tell me how  is it possible in the real world, calling people u dont know, Cold call is talking to new person, Cold call is destined to failure, illustrate it with an example, What is exactly we do, Becoming a vendor for you, Old school sales technique, Hoping is not enough, Telephone calling is essential for new sales acquisition, proactive telephone call, smart calling way, pushing your own program for social selling, you have the time, resource and ability to generate lead from social media, 

The primary work is to sell or primary work is to connect with people The most important function is talking to people, afraid to make phone call, social intelligence, to connect with people, high value activity, talking to new people, sales is a verb, top performers act, i feel u will be a great customer, sales will come running, highly profitable,call someone who dont know about you, never heard about you, phone call starts a sales process immediately, q into active sales cycle, you are at the top of the mind, better u become, good prospect is always in demand, 

Cold calling Myths : it is just a number game. Quality attempts , quality game, put lot of quality , as many no you listen u are getting closer to your goal, quality call numbers is getting u closer to your goal. Never give information on phone call, series of choices and circumstances has made him a billionaire, 50 contacts a week, 

Smart calling vs cold calling 

Dumb call approach, In this brief, 

12 june Part 2

Every body loves to buy, nobody wants to be sold, why people should buy from us, desire to gain or fesr of loss, this is vague, move in our direction, value composition, what interest prospect, what u sell and what the customer perceives, value proposition, asking question and taking deeper, our commitment to quality, possible value to prospect, pain and gain, tv commercials, easy way, no exception, proce, quality or service, what we sell, the value you are providing for others, chain reactions,value is not the same for everyone, eliminate your procastination, your end result, that u learned from the prospect and his situations, intelligence gathering, most people should be reminded of the fundamentals, people, places or priorities, economic situations, 

Talking about your things put you in trouble, it causes resistance, people dont buy product, they buy results, results in terms of return on investment, results are emotional that engages people, it is not over budget. At par with the quality, company stands for commitment towards quality .

Understanding the prospect why they should buy from you, prospect has a different thought from you, Social scientists say people will do more to avoid pain than to gain pleasure, smart callers will help customers to avoid pain, We ask questions to understand the brain and the perspective of the prospect, and execute your smart call, building your value proposition, Value is not what you say for it, value is what buyers perceives for it, 

You are over worked, eliminate dreaded task, cutting cost, pay less for, Think big picture for a moment, creating an environment, is acreating value proposition, 

13 June

Personally and professionally, closer connection with your prospect, Best source of new business, How can u get best business from your resources, exploring the wealth online, No excuse for not having any information, under utilised tools, deny the importance of social media, u can search by hashtag, social engineering  is asking question and gathering information, high quality of information if u ask them, by simply talking to people, information will help other people, u can become highly resourceful, psychology of persuasions, executing the information collected in social engineering, Begin with a mindset, U will never know unless u ask, social engineering on every call, Who prospects and what is their goal, crafting my message, prepare your script for social engineering, it's a door opener, smart callers, you can accomplish several things through social engineering, 

Nobody can make u feel inferior without your consent, Nobody can reject you without your consent, Go for no,  yes is the destination, People are creatures of habits, these activity has becomes like a ritual, emailing before phone calls, Provider of products and services, personalized attention, targeted prospect, interest creating opening statement, 

You need to control communication, crafting & perfecting, Directly entered into a sales process,when u reach voice mail, 

14 june

People want to buy, but they dont want to be sold, horrible technique, it creates rejections, creating negative momentum , get rid of sales person, Apologising in the begining, diminishes your image, u can argue with me but it diminishes your importance, it is ridiculous, let me put in different context, 15 min conversation, asking for time is more important than money, before asking for time, before asking for commitment, quickly offer some values , possibly going to resist, i want to show you, i want to tell u, Do not make a mock of the opening statements, i am not going to sell u anything, making such techniques makes u feel liar, that will be your endresults, 

Deliver you some value, conversely, High level sales process, training workshop, more harm than good, Empathasise when u are listening people, Creating interest in your opening statement, Homeless to millionaire, my objective is to maximise the result u desire, unconventional technique, two objectives for your opening statement to participate and engage them into talking, thats it, solution is script, actors are all working on scripts, expecting a  response u desire through the scripts, career defining articles, scriptless, may be a rough draft, writing it in a conversational tone and then practising it, Naturally builds curiosity, tailor value proposition, here we will discuss the outcome, it will be worth looking,  i would likebto ask a couple of questions, fresh alternative, Laser targeted, Can i ask u question ? , Dont let it scare you, empathises with the prospect, save your time & Money, Flip the script, I do my research, study the preview, Customise your training program, 

Chapter 11

Resistance reflects response, counter them with logic, nothing to lose, Initial resistance, is not a permanent rejection , sales conversation, respect that answer, i can tailor for ur situation, name ur reasons, address the time factor, keep the door open and conversation open, real power third party examples, iceberg little portion above water,  major portion under the water, when u ask first few question is like a iceberg, the real reason comes later , better alternative, personalise ur question for more sales, whats getting on your way towards success, less threatening for success, Questions are like presentations, Wishy washy, Quality of questions is the quality of answers u get, how do u evaluate ur vendors, what is your wish lists, think of question u can ask, success depends on your questioning skills, 

Chapter 13

Important skill is Listening, Discovery calls, average sales person talked 30 min, top performers talked 12 min, elemantry points, dont make negative recommendations, make positive recommendations, giving vision of listners, and vision of social engineering, informations follows questions, when u have informations, u can recommend, personal, collaborative and , questions sparks interest, bring it to the understandable level, science of persuasion, is staying consistent, Asking right questions to add value, Its not what u say its how u say, 

Chapter 15

Closing techniques, technique is scondary to attitude, simply asks, ask for more, needs commitments to your calls, Posibilities are limitless, are u going to recommend, asking not only wishing, questions are buying signals, Asking gets actions, May i sign u up, u have done heavy lifting , but instead definite questions, get commitment by non threatening words, Why not try these product ? Try not buy, 

Theory of contrast, concession for getting larger order, only thing that is limiting you is yourself, one simple change ease the pain , Ask for action not permission, asking for commitment not permission, people like to honour their commitments, Be like a leader and ask for a order, what can i get for u, when should i get it for u, Ask, close, without movement nothing happens, Are u ready to start using the product so that we can start the process, 

Chapter 16

Your demise on your next contact, there is a hobby of some person teasing them, assign homework, they see no value in your talk, read the material and prepare the questions, Graduate degree in Sales, nothing magic, only review ur experiences, review your call and ask where i have to improve and learn, dont ask destructive question, and u will have a graduate degree in the process, 

Chapter 17

The way you sound and the way you look, dont sound like a sales person, practice humanising your call, Record your call and review it regularly, sound like a cartoon, u want to sound like a person u like it, ur recording is brutally honest, 

Chapter 18

Getting and staying motivated, self motivation drives you, desire to succeed, if u are not enjoying change the channel, Nobody can motivate u, only u can motivate urself, Fear of rejections is dominant negative energy ,you are rejected only when u think u are,  bounce back, 

Self defeating thoughts are injurious and detrimental, puts the attitude down, dissected the last call, qualifying the prospect, sales are the natural results, Fear will be blown out of phone, fear becomes reality, Be attached to the process, be attached to who u are, attached to what u value and who u are, does it resonates with you, so what, so what if i get no, Reward is huge, Size of your thinking, Losers expects bad things to happens and losers do, Change the story u tell to yourself, what false story u tell to yourself that has become the biggest hindrance, Change ur story, Will u go for the big jump, practice talking to people u dont know, Become a kids, kids are great sale people, they fearlessly talk to their friends, Kids have high ambitions, if u dont have written goals, write it today, and act it honestly, Sedantary lifestyle leads to poor self image, poor attitude, Dont grow up, stay young and stay focussed to what u want.

Chapter 19

Use a calling cards, unknown caller, draw a organisation chart and identify the leaders, put yourself in the prospect environment, Dont create interruptions, PAP persistant, attitude and process, send occasional voice mail and mail , what will u do as a result of this chapter, 

Chapter 20

Dont dread, eliminate such fears, dont have a arguing mindset, people buy results not informations, micro surgery, some of the resources will help u , social proof, opening makeover,