Cold Call Champion - The Art Of Hitting Home Runs With Cold Calls, is a comprehensive guide for anyone who uses the telephone to make the first contact to set appointments or begin the sales process.
The author contends that "if cold calling is a fearful and painful process for you --- you're not doing it right." He reminds cold calling professionals and newcomers that recipients of calls tend to "mirror" the tone and attitude of the caller and that the greater portion of communication is actually nonverbal - even over the telephone.
Recommended scripts are included that involve creating a sense of responsibility within the listener to gain cooperation. The training program stresses the importance of questioning with the correct attitude and describes how to achieve better results by asking better questions.
The author maintains that by fostering a friendly, knowledgeable and professional tone, prospects will often thank you for calling even when they're not interested, and that this kind of reception makes the entire process easier and more productive.
The educational program also covers the methods that have proven effective for "split testing" -- developing incremental improvement in the scripts that one uses, to create a test bed for continuous improvement. Often the substitution of a single word or phrase can create dramatic improvements.
There is a section dedicated to covering "tough customers" and how to avoid falling into the trap that some people like to set for those who call them.
A discussion is included describing the most effective attitude for "connecting"
The program is available exclusively online at http://ColdCallChampion.com
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Commercial Resource Management is a consulting company.
Since 1989 we have specialized in commercial roofing projects and in the process of marketing our services established an online site in the early days of the Internet as an adjunct to telemarketing