The lost art of proactive calling in the sales profession
An executive summary: how to pick up the phone & sell
Lead with the phone: make it the tip of your selling spear
The phone is the single most effective & underused selling tool we have
The phone compared to other sales communications pathways
Planners & trackers to help you pick up the phone & sell
Part two. Your mindset & your phone
It's impossible to outsell your mindset
Fear is the enemy of picking up the phone
Let's talk about our specific fears around phone selling
Believe in your value as much as your customers do
Perseverance is a sales superpower
The first phone call is the answer!
Part three. Call tactics, mechanics and strategies
How proactive calls can fit in to your sales process
Pre & post-call communications
What time of day should you call?
The power of a pomodoro timer
Always leave a voicemail: simple scripts to get your calls returned
An effective proactive call has three parts
Silence will make you rich
Why it's critical to log your calls
Part four. Who should you call? Mostly, call people you know
You know hundreds of people who can buy from you-call them!
Call customers who can buy more from you
Call customers who just received products or services
Call customers who haven't made their regular purchase in a while
Call customers who email you orders & inquiries
Call customers who have a quote or proposal
Call customers you haven't talked to in three months or more
Call customers who used to buy from you, but stopped
Call customers who are house accounts and rarely hear from your company
Call prospects you've talked to, but they never bought from you
Part five. Cold calls: calling people you don't know...Yet
An important note on cold calling
The benefits of calling people you don't know...Yet
There are no cold calls, so stop thinking about them this way
Scripts for quickly warming up cold calls
Let's focus on what we can control.
