[...]... mastered Knock Your Socks Off Prospecting: How to Cold Call, Get Qualified Leads, and Make More Money is definitely an art We will offer suggestions and give you some quick tools to use to hone your craft But remember, the Mona Lisa wasn’t created in a day, and you aren’t required to become the master of the prospecting universe overnight Instead, your aim simply should be to get better at prospecting... Have To? 5 they will have during a game It’s confidence I’m after, not just talent You need both to get a hit.” He tried it It worked His team brought home the championship trophy! Sounds like he would make a great sales manager With practice, you will learn to laugh at your cold- calling fears We’re going to show you how to prospect so that you will be knocking your own socks off TIP: Practice your. .. to do it And because you do, why not learn to excel at it? We will venture to say that strong prospecting skills are rarer than 10-karat diamonds Therefore, they are extremely valuable If you have to do something anyway, and if learning to do it well increases your earning power and market value, then what the heck, let’s knock some socks off! While you don’t have to love cold calling, nothing in your. .. ability to take a defeat without giving up to learn from it and eventually turn it into a positive What you do with those nonreturned e-mails and phone call is up to you But the more persistent you are, the more successful you will be TIP: Persistence Opens the Buying Window Many things have to be right to get a sale You need to have the right product or service, right price, and you need to talk to the... problems, their issues, and the fires they’re trying to put out right now That’s what they want to talk about And that’s what they will talk to you about—if you give them a reason to talk to you at all Put First Things First Customers buy from salespeople they like and trust The question becomes, how do you get prospects to like and trust you? The best way to build rapport quickly is to let them talk about... a warm call, the prospect has some sense of familiarity with you and will be more open to a discussion Your objective, then, is not to make as many cold calls as you can, but to turn as many cold calls as you can into warm ones, thereby increasing your chances for success before you pick up the phone or knock on the door 15 0581 ch04(15-20).ps 3/30/05 1:18 PM 16 Page 16 THE FUNDAMENTALS How to turn... the standard opening speech you use to begin a cold call or to leave a voicemail message Then listen to how many 0581 ch03(11-14).ps 14 3/30/05 1:18 PM Page 14 THE FUNDAMENTALS times you use the word “I.” The more you use it, the more the focus of your message is on you Try for no “I’s,” and watch your success rate soar What About Your Support Material? Take a look at your marketing brochures, your. .. presentations, and the marching orders you got from your boss Chances are, they’re all about your company, your products, you, you, you Time to change that, to whatever extent you can Lobby your marketing department to create support material focused on the things that prospects care about Design your own letters and sales pitches to center on their concerns, not yours Use support material that gets prospects to. .. the prospect will take your call—if you are persistent enough to make it It’s often simple persistence that puts you in the right place at the right time Positive, aggressive, and persistent—remember those three guidelines You’ll make more money, your job will get easier, and you may even learn to enjoy cold calling a heck of a lot more Hey, we all like things that are easy and successful, don’t we?... the buyer’s mind, not just in yours Your new model may be a marvel of engineering, but if the buyer doesn’t care how many cycles it has, you need another value statement What kinds of things do buyers value? Ⅲ How can I get more for the same money? Ⅲ Can I can get it without waiting? Ⅲ What do I have to do to get this installed without a lot of risk and effort? To understand value, you must think like . attention. He’ll offer nuggets of wisdom that will help you find gold with all of your prospects. More than that, Knock Your Socks Off Prospecting: How to Cold Call, Get Qualified Leads, and Make More Money. vi Acknowledgments Planning and preparation are the keys to almost everything, and so it was in the writing of Knock Your Socks Off Prospect- ing: How to Cold Call, Get Qualified Leads, and Make More Money. Without. William Knock your socks off prospecting : how to cold call, get qualified leads, and make more money / William “Skip” Miller and Ron Zemke. p. cm. Includes bibliographical references and index. ISBN