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Wednesday, March 29, 2006

Telephone Tips
By Frank Furness

Most people fear cold calling. The most difficult part is actually picking up the phone and starting to call. We would do almost anything rather than phoning, so we spend time looking busy doing things like emails and filing. The biggest fear is the fear of rejection. Here are some basic rules for making cold calls:

• Plan your calls
• Phone every day
• Phone when your energy levels are highest
• Know your script
• Be organised
• Be enthusiastic
• Set yourself mini targets
• Focus on results
• Keep ratios
• Have the right environment
• Always try to have referrals to phone than a complete cold call
• Do some research on the website about the organisation you are phoning
• Watch your posture – stand and call
• Know the most common objections and how to answer them

Here is another phoning script. This works well if you have been referred.

Hello, is this Mr Jones, My name is Pete White from XYZ.
How are you today?
The reason I’m calling is that we specialise in helping retirees to
Plan their vacations (this is your benefit to the client)
And I thought I’d give you a call to see if you’d be interested in chatting about the various options available
Is ….. Something to which you’ve given much thought?

It doesn’t matter what they answer, you should always get the appointment. If they have thought about it, you’re in! If they haven’t given it much thought, then now is the ideal time to meet with you to discuss their options. Try it, it works!!

This is an excerpt taken from my new E-book, ‘
Finding New Business’ which is filled with proven ideas on finding new clients. At 50 pages it is easy reading and is available as hard copy or an E-book for $16 or £10. Please email me if you’re interested.

Also, Take a listen to our 5CD and DVD package ‘
Sales Success Strategies’, filled with tips, techniques and ideas to increase productivity

Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and sales management. He has educated, entertained and inspired audiences in 42 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email or telephone+ 44 (0) 870 240 6505.

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