OPPORTUNITY CALLINGThe Telephone

Prospector’sSALESPLAYBOOK Charlie Anderson, president of the Selling Skills INSTITUTE

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CHARLIE ANDERSON

Here’s what Bernie Cronin had to say about me in his new book, “If You Can’t Act, You Can’t Sell.

“What makes Charlie Anderson a great salesperson is that he has a lot of guts and can reach out to anybody on the telephone. He isn’t particularly outgoing or personable at social gatherings, but he can sell.”

He said, “As shy as he may be outside of work, he is equally as fearless when it comes to making telephone prospecting calls.

He knows how to play that role better than anyone else I know.”

Bernie Cronin, author, keynote speaker, and president of Cronin Training International

OPPORTUNITY CALLING

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The OPPORTUNITY CALLER’S PLAYBOOK – It’s an organized and effective step-by-step process to help sales professionals:

Connect with buyers Set qualified appointments Build a robust pipeline Improve close ratios by up to 25 percent And close profitable sales in less time

1. Opportunity Callers have a winning mindset2. They have a professionally designed LinkedIn Profile3. They target ideal clients4. They gain access to decision makers5. They capture the decision maker’s attention

Today’s Topics From the Opportunity Caller’s Playbook

PREPARE TO WIN

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A WINNING MINDSET is the most overlooked element of a salesperson’s success, yet it is by far the most important.

Without the right thoughts and actions there can be no positive results

No matter how hard you work at becoming a top- performing salesperson, if you’re thoughts are inundated with negativity, skepticism, and fear, it will destroy your efforts

To achieve greater success, you must first work on winning the inner-game of selling

Success continues to be an inside job, a job that is won or lost in the mind.

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LINKEDIN PROFILE

A powerful LinkedIn Profile sells YOU! A professional photo for your site is a must-have. Adding a

professional profile photo could result in 14 times more views than someone without

Your LinkedIn Headline is very much like a headline in a newspaper. It should grab your reader’s attention and compel them to READ MORE

Your LinkedIn summary needs to POP! This is your chance to demonstrate to the world that you are an expert and someone who deserves to be noticed

Your profile is 5 times more likely to be viewed if you join and are active in LinkedIn groups

When your profile is all about you and has information that’s not relevant to your customers, they’ll click away

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TARGET IDEAL CLIENTS

One of the cornerstones of an Opportunity Caller is that he/she knows the PROFILE OF THEIR IDEAL CLIENT – the kinds of companies they seek to engage with.

“A” clients—your best clients

“B” clients—your second best subset of clients

“C” clients—your “not-so-good” clients

If you probe into your client profiles, you will uncover patterns of performance and specific client attributes that have a high predictive value of whether they will be a high-value or low-value client.

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GAIN ACCESS TO DECISION MAKERS

1. Attitude shift2. Start with the assistant or secretary to top-level

executives3. Become an expert in the prospect’s industry4. Connect through social media5. Get referrals and introductions6. Network more often

Since getting through to the right decision maker is a critical, first step in getting qualified appointments, it’s imperative that you have a well-designed plan to accomplish this objective.

Here are six things you can do to get decision makers on the phone.

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Capture the Decision Maker’s Attention

FIVE STEPS Opportunity Callers follow when talking on the telephone with DECISION MAKERS.

Here they are right out of the opportunity caller’s playbook.

1. Introductory remarks

2. Connection statement or question

3. Transition question

4. Mini-interview

5. Next step

Selling Skills INSTITUTE The Leader In Transforming Sales Performance

The Selling Skills Institute has been delivering record-breaking sales results for its clients for 18 years.

If you’re interested in skyrocketing your sales in 2015, call today to learn about our sales training programs and individual coaching. You can reach the Selling Skills INSTITUTE at 339-927-2746 or visit our website at sellingskillsinstitute.com

Specializing in:Onsite corporate sales training and development,virtual training and individual coaching.

Call 339-927-2764