Cold Calling to Get a Sales Appointment

In the professional world, cold calling is not about making the sale, but to move you one step closer. And the most frequent first step is to get an appointment.
The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD
Watching this video is worth 3 Management Courses CPD Points.
See below for details
Sales and Selling Skills
This video is part of course module 8.4.3
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 3: Selling Techniques
Other videos in this section include:
You Need a Sales Strategy: Which One? https://youtu.be/oOsZg7tQcII
The 1-2-3 of a Successful Written Sales Proposal https://youtu.be/WSQkW0MrFPE
Pricing and Fear of Price https://youtu.be/Sp6NTiFtzQE
Account Management: Account based Selling https://youtu.be/YfyQFfEOCyk
Sales optimization: Upselling, Down-selling, and Cross-selling https://youtu.be/hBmriRpdWkc
The Complex Sale: 101 https://youtu.be/7ZelzJSnu8A
LESSON NOTES
Steps
• Research
• Prepare
• Call
• Identify yourself
• Rapport
• Attention
• Interest
• Check desires, wants, and needs
• Action - ask for an appointment
• Objection handling
• Set Appointment
• Gather details
• Thank you
• Follow-up - Confirm date, time, place, purpose
Often you will need to get past a ‘gatekeeper’—the secretary or assistant who protects the decision-maker from unwelcome attention. Make them your friend, so they become an ally who can help you.
RECOMMENDED EXERCISE
Do you need to make cold calls, from time to time? If you do:
1. Create your own process checklist (1 MC CPD Point)
2. Prepare a basic call script (2 MC CPD Points)
3. Create a call sheet or prepare your notebook (1 MC CPD Point)
DOWNLOADS
Free Resources
CPD Tools - https://gum.co/MC-CPD
Paid resources
Management Courses Onboarding Kit - https://gum.co/MC-ObK ($3)
RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
To Sell Is Human https://geni.us/L2EQmt
The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5
The New Strategic Selling https://geni.us/Zt2Z9n3
SPIN Selling https://geni.us/Ir5xu
The Psychology of Selling https://geni.us/AjR8AA
Links to our book recommendations are affiliated through Amazon and help support our free videos
Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)
MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it at: https://gum.co/MC-CPD
Each video has two levels of MC CPD points. For this video:
- If you simply watched the video, record 3 MC CPD points
- If you also carried out all of the recommended exercises, score a total of 7 MC CPD points
CHAPTER MARKERS
00:00 - The purpose of cold calling
00:26 - The steps in the cold calling process
04:11 - Cold calling tips
06:47 - Mike’s favorite tip for cold calling
07:27 - The Gatekeeper
08:53 - Getting better at cold calling
09:26 - Cold calling is a numbers game
#ManagementCourses #Sales #ColdCalling