COLD CALLING 
THE BASICS

  1. BUILDS COURAGE 
  2. IMPROVES YOUR PRESENTATION 
  3. EVERYONE HAS A PHONE  - Improve your habillity to communicste by phone and you will imprve your skills to communicate in person. 

  4. IF YOU WANT TO BE SUCCESSFULL, you must pay the price of contacting people, making people uncomfortable and even taking rejection 
    REJECTION is an indication that our PIPELINE is broken somewhere 
  5. 4 POSSIBLE ANSWERS 
    NOT INTERESTED
    YES I AM INTERESTED 
    HEY MAY BE 
    COME BY AND SEE ME WHEN YOU ARE IN TOWN
  6. ORDERS   If customer wants to place the order or an order for accessories or consumables, follow the next link, go to our website. Openan account for them and place the order " as you were them " . 
    Tell them later they will have to go online and update their profile 


COLD CALLING 

TYPES OF CALLS

  1. TYPES OF PHONE CALLS 

    OUTBOUND COLD CALLS 
    OUTBOUND LEAD  CALLS
    OUTBOUND REFERRAL CALLS
    OUTBOUND FOLLOW UP CALLS 


  2. OUTBOUND COLD CALL 
    small window to : 
    WHO YHOU ARE
    WHY YOU ARE CALLING 
    SET A HOOK DEEP TO GET THEIR ATTENTION
    ENOUGH ATTENTION TO INSPIRE,,,, " I NEED TO GET TO KNOW MORE ANBOUT THIS " 

    Be
    HONEST
    TRANSPARENT 
    STRAIGHT FORWARD     

    be INTRESTING  so they become INTRESTED 

    You must BELIEVE you can make a sale on that call 

    IDENTIFY THE PROBLEM    and SOLVE THE PROBLEM in that call 

    There is a PATH for the sale process. You must know it and respect it 

    Be RESPECTFULL of the people on the other side of the phone 

    Be ENTHUSIASTIC, positive , not too tight 

    Be MEMORABLE  ,  he will remember you 

    CONVERTION RATE OF  COLD CALLS  ARE  2  4 % 

  3. OUTBOUND LEAD CALLS   - this person alreayd been in our website, on a call, and it is INTERESTED .  dos not mean they are qualified, or rready to buy . 

    SPEED of response INCREASES  9 TIMES posibility of closing  if it is made withn
    5 MINUTES 

    Dont spend too much time BUILDING RAPPORT or finding a COMMON GROUND 
    Might take 8 calls to get to the customer for the first time again n the phone to QUALIFY THE LEAD 

    TEXT if possible while the call is happening 300% INCREASE the sales closing 
    you CAPTURED the most valuable data HIS CELLPHONE # 


    Hello, my name is Marcos I am with US DENTAL DEPOT .
    I see you recently requeted , actually 5 minutes ago, more informaiton on our XXXXX  ( our product) 

    I have a question :  WHY DID YOU CAME TO PUR SITE,  or WHAT LED YOU TO BE INTERESTED IN OUR PRODUCT ?

    If they ask you why you ask this question?   
    Becasue I want to get to know you, and the problem that led you to be interested in XXXXX 


    NO wasted time in building rapport/ etc etc straight to the bone 

  4. OUTBOUND  REFERRAL CALLS   Very few people ask for referrals

    91% WOULD GIVE A REFERRAL  customers wopuld give a referral if they are asked for.
    You never asked. or asked wrongly : IF YOU KNOW ANYBODY ,,,,  SEND THEMMY WAY,,,, is wrong

    WHO DO YOU KNOW, ( in the neighborhood ) 
    that needs XXXXXX  ?
    that would by MY product if I call him right now ?  it is the way to ask

    Hey, XXX , XXX told me to call you about XXX 
    NOT INTERESTED  !!!

    TRANSPARENT , HONEST,  CLEAR , DIRECT 

    Hi, XXX, we have a coomn contact  XXX, and he told me today BEFORE you LEAVE you MUST call my friend XXX .  by the way XXX purchased XXX from me and saved a otn of money, ( improved his practice, got well  etc ) ,
    NOT INTERESTED, 
    He said you would NOT BE INTERESTED , the SAME WAY he WASNT INTEREDTED the first toncersation. This is the reason he told me to call  and show you this.
    Will just take a minute, DO YOU HAVE A MINUTE ? 
  5. OUTBOUND FOLLOW UP CALLS, 

    80% SALES      are made between 5th and 12th call
    48% of sales people dont make even 1 follow up call 
    COMMITMENT is through persistence. 
    VALUE  add value, show the value you offer when follwing up . ADD VALUE to the process 
    Did you give any more thought to our proposal ? 
    Did you guys made a desicio yet ? 
    hmm,,,
    I saw this article XXX, and I thought i giving it to you, I was in a meeting and got this information, thought you woudl be interested. 
    We are runnign a special this week. If you close before Friday  I can drop in XXX for free. 

    PERSISTENCE 
    CREATIVE      or you will not break through the market 

    Only way you can fail is QUITING 


  6. When you make a phone call you might get the FOLLOWING ANSWERS 
    YES I AM INTERESTED
    HEY MAY BE
    COME BY AND SEE ME WHEN YOU ARE IN TOWN
    NOT INTERESTED 


YOUR PRODUCT 

  1. WHAT DO YOU OFFER 

  2. WHAT DOES YOUR PRODUCT 

  3. HOW AFFECTS YOUR  IDEAL CUSTOMER  HIS BUSSINESS 

  4. SIMILAR [PRODUCTS ( COMPETITORS ) 

  5. ADVANTAGES OVER THE COMPETITORS

  6. 3 MAYOR OBJECTIONS CUSTOMERS WILL HAVE ABOUT YOUR PRODUCT 

  7. YOUR ISTIBLE OFFER  OR YOUR BIG FAT CLAIM  

  8. PRICE 

  9. DO WE POFFER FINANCING ?

  10. DOES THIS PRODUCT NEED A SPECIAL PRESENTATION 

  11. DOES CUSTOMER NEED A COURSE TO LEARN HOW TO USE THIS ?

  12. WARRANTY IS IN THE US ? HOW IT WORKS ?

  13. FREE SHIPPING ??

  14. DOES THE PRODUCT NEED INSTALLATION ? 



    LINK TO WEBSITE  EMS PRODUCT LINE FOR ORDERS

    SET APPOINTMENT HERE            EMS UNITS        EMS HANDPIECES       EMS  POWDERS      

STRUCTURE OF 
THE OUTBOUND COLD CALL 

Questions along a COLD CALL

WHAT DO YOU OFFER
WHAT DOES YOUR PRODUCT
HOW AFFECTS YOUR IDEAL CUSTOMER HIS BUSSINESS
SIMILAR [PRODUCTS ( COMPETITORS )

ADVANTAGES OVER THE COMPETITORS

3 MAYOR OBJECTIONS CUSTOMERS WILL HAVE ABOUT YOUR PRODUCT
YOUR IRRESISTIBLE OFFER OR YOUR BIG FAT CLAIM
PRICE
DO WE POFFER FINANCING ?
DOES THIS PRODUCT NEED A SPECIAL PRESENTATION
DOES CUSTOMER NEED A COURSE TO LEARN HOW TO USE THIS ?
WARRANTY IS IN THE US ? HOW IT WORKS ?
FREE SHIPPING ??
DOES THE PRODUCT NEED INSTALLATION ?

PREPARATION
FOR A CALL 

DO THE MATH

Set you goal permonth 
Consider your comission
Divide by the average transaftion prpfit / commision
HOW MANY TRANSATIONS YOU NEED TO MAKE ?  400  ?
THEN,,, YOU KNOW BETWEEN 2 & 4% of phone calls you confirm 
then 10.000 calls you need to make 
How many you make in a day ? 
then you need to work THESE many days a week , of ### many calls a day, and you will get the goal
CALLS :  are CONTACTS ,, real & strong messages , real CONVERSATIONS 

MAKE A LILST 

Research the people linkedin, Google etc
Seller to your POWERBASE ,people you already know  Your friends

Is your easy list to EMPOSE and DEMAND attention or even SALES 
People you already SOLD  and RESELL to them.
LOST CUSTOMERS
UNSOLD CUSTOMERS

 



CALL PREPARATION

PRE - INVESTIGATION
Who is the desicion maker
What are theproblems they might have, or their industry 
Who is the owner

Check their website

FIND uniques selling proposition for them

ONLY reason poeple will spend money is to SOLVE A PROBLEM 

Find their problem by DETERMINING their OKR ( objective Key Results ) 
example: theior website is very bad,,, 
Of course ther problems is their website,,, but you cant go there on the phone call
For sure they have probelms with their convertion rate, CR .  For sure CR s a OKR that they are looking at. FOCUS in that you have the ability of INCREASING THE CR ( theyr OKR  that you know it is low cause their website is not good ) 


YOUR SCRIPT

SCRIPT

SCRIPT provides STABILITY
Stick with the Script until you VALIDATE it
VERIFY  it works or not 
Validate through success 
Keep it in front of you UNTIL you make it your OWN this will allow you to go in and out of the script seemesly 


ROLE PLAY 

SALES TRAINING
82% TO 95%  IS FORGOTEN IN 30 DAYS
Role-Play incrases 58% sales training 
PRACTICE  develops muscle, (roleplay ) Stability and confidence using the skills 
ONLY no practicing ( quitting ) will keep you from becomeing a great speaker 
Look yourself on the mrror while making calls. 
Record yourself on the mirror while calling. 
Role-play with a partner

OBJECTIONS

OBJECTIONS - THE BASICS 

THEY ARE INDICATORS THAT YOU ARE ON THE SALES PROCESS,
ALSO, THEY CAN BE OVERCOME

OBJECTIONS & COMPLAINS are not the same 

YOUR 3 MOST COMMON OBJECTIONS 
Better you now what to say to your 3 most commmon objections, from the spot, from the hip or you lost the sale 

WRITE DOWN THE OBJECTIONS ;
in a OBJECTONS LOG and make your own script for each one. Memorize it to the extreme ! , example :
NOT INTERESED
CANT AFFORD IT

STRATEGY

This is your basic strategy when making an initial  COLD CALL 

LISTEN
AKNOWLEDGE : , say :got it , agree with you, of course you are not interesed ,,,
ISOLATE why wouldnt you be interested ?
You dont even know what I am offering you
MOVE TO THE OBJECTION
JUSTIFY MY OFFER I want to help your company, I will not,, (attack the objection ) and I will make you money I warrantee or I have our moeny back 100%

CLOSE the first touch down 

Always  FOLLOW YOUR SCRIPT





TAKE NOTES

Write down everything in sa notebook.
Date of birth
dentis/ tech or dealer,  language they speak
Questions you ask 
MOST important, the  ANSWERS THEY GIVE 

All this MUST be on the CRM customer notes accessible toe EVERYONE not just yourself 

YOU DONT TAKE NOTES, YOU DONT CARE FOR YOUR SALES 

8 WAYS TO GUARANTEE YOUR SUCCESS ON A CALL 

  1. BELIEVE YOU CAN SEL TO ANYONE

  2. BELIEVE  YOUR PRODUCT VALUE IS 10X YOUR PRICE

  3.  BE WILLING TO CALL UNTIL ONE OF YOU IS ELIMINATED
       IF THEY TELL YOU dont call me back, YOU SAY ok, OK,  
    NEXT DAY YOU CALL BACK  
    " You told me you wouldnt call back !!"   
    YES, I KNOW but I thought that would be stupid, itys a great product, a great opportunity, If i didnt believe waht I am offering you, I would be doing this job, so hear me out please. 
  4.  KNOW YOUR SCRIPT

  5. DDONT BE DISCOURAGE

  6.  BELIEVE YOU ARE THE LOWEST AND BEST PRICE, regarless the reality if it isn't the lowest
  7.  TREAT EVERYONE RESPECTFULLY 
    regardless how they treat you, or hung up on you  
    Thank you I love you, appreciate this, God Bless you, 
  8.  NEVER DEPENDE ON ONLY 1 CALL  

COLD CALL PROCESS

THE PURPOSE

PRIMARY PURPOSE  :
             CLOSE A DEAL 

SECONDARY PURPOSE :          PROSPECT the client 

     DETERMINE WANTS & NEEDS
     FIND THE DESICION MAKER 
         May be is not the person who                     write the checks 
         NOT ALL INFLUENCERS          MATTERS 
     FIND OTHER INFLUENCERS 

_______________________


FIRST TOUCH DOWN ( CLOSE) 
     GET A PRESENTATION TIME/          APOINTMENT 

How ? 

     SET VALUE     
     HOW DO I CREATE INTEREST 
     CREATE INTEREST 
     CREATE URGENCY 

THE GREETING 

Change a bad first impresison with a sick sales presentation and a great final impresion

DONT READ 
BE ENTHUSIASTIC
SMILE 

PITCH MUST BE TIGHT
20 to 30 seconds ( elevator talk ) 

      My compnay increases the                   income in detnal offices 20 to           320% , would you be the                         desicion maker or would it be             somebody else to tlak to ? 
 
DELIVER THE GREETING WITH ENTHUSIASM

KNOW YOU CANT FAIL even if they cuss you out,  NEXT DAY ,
                
    HEY !! I called you yesterday     you werent interested. Hear me     out,,,,          
     Do you know the most     powerfull action a man can do?      It is to change their mind



THE BIG CLAIM 

MONSTER HOOKS
OVER- PROMISE  , make it force you over-deliver


KEYS TO THE BIG CLAIM
    
     BE HONEST 

     DONT TALK ABOUT     
         avergae results    
         comparative numbers
         Similar results

     BE COFIDENT 

QUALIFY  FACT -FIND 

Ask questions to find the problem
DBM  Dominant  Buying  Motive

MAKE A LIST  of the same questions you wil be asking everyone

ALWASYS GET AN ANSWER . TGhe person who controls the sals process is the person who gets the answers, not the person who makes que questions

ASK OPEN QUESTIONS 
     WHY      HOW     WHEN  WHAT 
         DO YOU ,,,Never use this,will be          answer YES or NO and this is a          CLOSED queastion 

     WHAT is the biggest problem  you have at the office today 
     WHAT is the most comon problem that brings donw your implants today 
     How difficult is to get patients to reffer or come back 

Then,,,, quantify the problem :
This is the GREAT SECRET, to get the customer to QUANTIFY the COST of his PROBELM. 

HOW MUCH YOU THINK THAT,,, IS COSTING YOU PER YEAR 





FIRST CLOSE

You have done 
GREETING
BIG FAT CLAIM ( DROPPED HOOKS ) 
CREATED INTEREST 
YOU HAVE THE DESICION MAKER

     FIRST CLOSE is not on money 
         it is on a PRESENTATION with          the right people

Your goal is to get a 

REAL SOLID APPOINTMENT TIME      where they will take you serioulsy
      
     ALWAYS ,  ,,, go for NOW 

Is there a way you can get these people right now and we get this out of the way ? 
Why not this afternoon 

Why dont you call me tuesday ?/

No No, I dont want to cal Tuesday to bother again, I want on Tuesday to be able to talk to him/ them 

I need to check,

 I hold no problem 

Think as if you are doing these people a favor. 
Really, even if you thinl only 50% of what I am sayoing to you is true, you should do ythis sooner the better 
 
TIE DOWN THE CLIENT


is there a reason you wouldnt be able to make it tomorrow ?


MAKE YOUR INITIAL SCRIPT 

STRUCTURE OF 
THE OUTBOUND COLD CALL 

Questions along a COLD CALL

THIS IS _____( 1 name ) I AM WITH US DENTAL DEPOT in FLORIDA
The reason I am calling is because recently , we have been doing business with,,,,
and we were able to incease their revenue in,,,,,
I wanted to connect with you to show you what we have done for them and see if you would be interested

QUALIFYING

Is this an area you think you are having also problems in your business ?
How much do you think that problem could cost you every month
Why have you "not" solve the problem already ?
Magic question – If I could do just 1/2 of what I did for,,,,,
Would you make time for me to show you this OFFER ? _____ it wont take more than 10-12 minutes

AT THIS LEVEL HE SHOULD HAVE ASKED YOU ABOUT PRICE,,, OR YOU HAVE NOT BEEN SUCCESSFUL

Other than yourself, who else would be involved in the desiscion ?
When would you be available , can we talk now ? or this afternoon ? or if possible in the next 30 miuntes i am available
May I text you this ? repeat me your cellphoen please
Is there a reason beyond your control that you would cancel or not be able to do it ?