I know it is tough to pick up the phone. If you are in need of some advice, tips or just motivation to make your calls, let me know. I would be glad to help.

A carefully crafted script, coupled with motivational training, will mentally prepare your personality to make the maximum number of completed sales each day. One extra lead can make all of the difference to your company’s bottom line and growth.

Only the most dedicated, quick witted and endurance driven individuals will be successful. You need the skills to successfully handle rejection gracefully while at the same time thinking outside of the box to make a sale.

A telemarketer that rushes through a script for fear of rejection can never match up equally to a well trained sales executive. Try to represent youself and your company in the best light when selling your product or service.



Good luck, and remember to smile when you dial.



Richard

All true...

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Steve Didier

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I just want to know why their are some agents that talk down on cold calling. and so many people praise it.. Do the people that put cold calling down just find it to much work or are afraid of rejection? if so how could they be in sales in the first place.

I am new, and I want to take the overwhelming advice of cold calling, but the few that put it down, are they doing something that works better?

I'm getting tired of the few agents telling me why cold calling is the thing of the past yet they never follow up with what they are doing that is better.

ProJuMp2001.

Thank you for your relpy.

Well, just to let you know, when people ask me about cold calling, I reply with a smile and say, " I get hung up on for a living".

Sure, rejection hurts and can actually sting sometimes. The weak prefer not to call, the ones with thick skins can do it all day. Most can only handle 5 hours max, I was able to do it 6 days a week for 10 hours. It all depends on how much money you want to make.

On average, I was able to land 20-25 appointments a week. 10 usually cancelled or signed before I could get in the door. Out of the 15, 7 were good and had potential. We usually closed 3. Multiply that by 4 weeks and you have a steady business of 12 listings a month.

Stay off of a script. That is the kiss of death. Call as a consultant, not a salesman and you will do fine. The market has changed so much that the cocky investor needs sound advice, not a listing pitch. If you step back, hear what they have to say, you will land more accounts.

Finally, think of cold calling as a process. The first call is cold. Try to sell on information or time where you can call back. The second call (warm) is good because they had a chance to see your information and you can as for the appointment a lot easier.

Chin up and keep dialing.

Richard

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Right on the old two step approach. I agree with you 100%. Use the ifrst call to get in the door and then consult the client instead of trying to sell the client. You will get alot further that way. As far as the poepl not likeing to TM, more for us that do. it flat out works if you dedicate your time and effort. if you dont it wont. Its that simple!

Nice views Richard!

Thank you for your reply Raymond B.

Remember, happy fingers are dialing fingers.


Richard

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Richard, I have to disagree with you about the script, how many movies have you seen where the actors are not using a script? Telemarketing is like acting, just that we get to hide behind a telephone! I even include ‘ums’ and ‘errs’ in my script, it also helps to keep you on track and in the right direction for the close. I have written a specific piece on my blog that you might be interested in... http://www.kmg-s.com/blog/?p=11

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Mark

You have brought up a good point.

The scripts are usually for those that are starting a new campaign. After two weeks, the rhetoric is known to the point where a script is used as a call map for back up in case they lose focus. Most of my agents stand when they speak, some even pace around their desk. It would be tough for them to walk and have a script in hand at the same time. If I have a room of 10 agents and 6 are standing at one time, that shows that things are happening.

When an agent feels comfortable with the material, they will be able to expand their conversation with additional information they have researched to make the conversation better.

In addition, we have the pauses incorporated into the scripts like I am sure you do as well. Bottom line, if my agents can enjoy the call instead of just making the call, their results will be better.

Good luck.

Richard

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I agree! I do provide my agents scripts during training and over the first few days but after they have it down they never look at the scripts again. The conversations are much more personable and this gives you much better raport you can build on each call. The better the raport the better the closing percentage. The other reason I let them stray fromt he pitch is because if they are having fun while dialing they ultimatly will generate more deals. I have 24 telemarekters here in Vegas and believe me when my room gets going it rocks and just like Richard about half my guys stand the entire day which takes the scripts out of their face and forces them to CONVERSATE. Conversation leads to deals a lot more so than just "selling" these days.

Well done Raymond B.

That is what I am talking about. Nothing is better than a room full of high energy telemarketers that support one another.

High fives are common where I work.


Richard

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